One concept Pink introduces in his book is buoyancy. This refers to being in control of the sales situation. In order to do this we must ask good questions and stick to the sales process. This includes using negative reverses and settling on no when need be. Buoyancy is broken down into three elements: interrogative self-talk (before), positive ratios (during), and explanatory style (after).
Pink goes on to a sample case regarding buoyancy and gives us some tips. Practice interrogative self-talk. Monitor your positive ratio. Tweak your explanatory style and ask questions like, “Is this permanent? Pervasive? Personal?”.
Some other techniques Pink explains to us include enumerating & embracing, and going negative once in a while.
BoweryJE22
I really enjoyed his section of Buoyancy! It is so easy to get caught up in the negative and let it snowball out of control! I personally find myself using the explanatory method.
Staying positive through rejection is essential as a salesperson. Being that salespeople deal with more rejection in their jobs than almost any other profession, they need to learn how to do so effectively.
I like the visual that the word “Buoyancy” paints according to Pink in sales. You can either learn how to stay afloat amidst the sea of rejection, or sink under the sometimes crippling weight.