Clarity – Daniel Pink

The idea of clarity in the Pink book is pretty straightforward forward meaning that in order to do well in life and sales, you need to be clear about what you are offering and what your plan on doing with your idea or product. It needs to be straightforward. It needs to reveal pains and bring light to the things that potential customers had no idea that they needed. A process discussed in sales the past couple of weeks has been this idea of clarity, but also it has a tag along, the pain funnel. Within the pain-finding process, the salesman needs to ask a few key questions to break the surface and discover how their prospective customer thinks and what their interests are. Then, the salesmen’s job is to just sit there and listen to what the prospect has to say. The next step going down the funnel is to explore the surface pain and then dig deeper. Make sure that as a salesperson, you completely understand the pain behind all of their thought processes. Overlooking this key step may be detrimental to your potential business relationship with them. Be sure then to see what the implications of their opinions are and then most importantly, this process is to be able to dwindle down and get the real WHY out of them. Why do they react this way? Why is this such a strong pain for them? Your job again, is to be able to discover what the pain is and then attempt to meet their needs in that aspect. Make sure to use within this process questions, then follow up with the questions. For example: Can you tell me more about that? In addition, the salesman, before they even start this conversation of bringing clarity to the prospect, they need to be sure that they go into this process without an agenda. Their job, in good sales, is to help find the prospects real why, address their pains, and just to walk through the brainstorming process together.