Reading through the last chapter of Pink, he mentions “service” in sales. this is an incredibly interesting topic when compared to traditional sales roles. the traditional sales person is seen as a sleazy, cheesy used car salesman. people see them as selfish and filled with tricks to scam purchases on what they’re selling. these salesman typically use scripts that list features and benefits of their offering. because information is becoming more symmetrical everyone has already researched the products and have access to the majority the old salesman’s “pitch”. this is forcing salesmen to use a different technique.
consumers don’t want to be sold or pitched about products, they want advice toward reaching an end. this new sales model is called consulting sales. it places the salesman in service position, where they let to answer key questions. service sales is a great model discussed by pink and it has powerful benefits. having a serving Salesforce portrays a great look into the integrity of the company they represent. service sales promotes lasting relationship and constant return sales. the mantra, people don’t remember what you say but how you made them feel is a perfect fit for a serving salesman.
biblically this is a great message for any job, we have a mandate to serve one another in love. honesty and respect are crucial to the new sales process. serving your customers is a great way to show these things and more
BoweryJE22