Daniel Pink’s ABC’s of Sales stand for Attunement, Buoyancy, and Clarity. So far in class we’ve covered Attunement and Buoyancy. Staying buoyant in sales is all about staying positive and not letting the sea of rejection and disappointment affect you or your performance as a sales person. Pink breaks down the art of buoyancy into three parts. Staying buoyant before, during, and after the sales call.
Interrogative Self-Talk
Getting yourself hyped before the meeting is one of the hardest parts of sales, at least for me. You have to talk yourself up to actually going to see the client. Pink stresses that instead of hyping yourself up for the sale, one should ask
Positivity Ratio
Pink argues that positivity is infectious in sales, however fake positivity is blatant and noticeable. Pink states that “positivity makes the client less adversarial and more open to possibility. Staying positive during a sale could make or break it.
Explanations
It is important to go through a form of self-talk and debrief after a sales meeting. Pink stresses that you want to make sure you debrief rejection as temporary and as learning experiences to help you make the next sales call go better. I agree with Pink and I feel like a lack of understanding of buoyancy is why many people shy away from sales or quit sales careers early. Staying optimistic and buoyant will help you grow and thrive in a sales career and is
testacr22
This is a really helpful simplified version of what was in the book we had to read and what was talked about in class. It is something that I need to work on myself.
I think buoyancy is something most people struggle with. It is really nice we discuss it in this class because it is applicable in any work place and in most situations. These three steps to contemplate can be really helpful in learning to deal with rejection and be the best that you can be in your role.
Buoyancy is a key part of sales because that is what keeps a person sane when wading the seas of sales. It can be so difficult to navigate a sales job without a positive mindset.
It is really cool to see you break down the different aspects of buoyancy in such a simple way. I also struggle with some of the things you do. You did a great job of explaining these in a way that is easily understandable.
You can be a master of finding pain and closing deals, but that one time you don’t close a deal and you feel defeated or that you let your employer down can be killer. Hearing “No.” is just as much of the job as closing deals, and having buoyancy will keep you mentally healthy throughout your career.