I’m a huge fan of “The Office” so I decided to analyze their sales techniques for this post! Now there are some pretty great horror stories of selling throughout the series (the time Michael Scott calls his female client “sir”, or the time that Erin pushes all the elderly out of the store so it “doesn’t smell like death”) those are clearly for the sake of the comedy. But one quote sticks out to me and that is when Michael Scott talks about the “abc’s” of selling (always be closing). We’ve read about how always be closing is an cold school approach to the selling technique and what Pink suggests we should refer to as the “abc’s” is attunement, buoyance, and clarity. These 3 techniques should be a staple in any modern day sales person’s pitch style and overall sales approach. My favorite of these three, and frankly the one that I find most challenging is buoyance or as Pink says “how to stay afloat in a sea of rejection”. I find this idea extremely interesting and useful while going through (and hopefully closing) a sale.
BoweryJE22