{"id":13919,"date":"2026-03-18T08:35:15","date_gmt":"2026-03-18T13:35:15","guid":{"rendered":"https:\/\/gccwebsites.com\/startupsales\/?p=13919"},"modified":"2026-03-18T08:35:15","modified_gmt":"2026-03-18T13:35:15","slug":"the-new-abcs-2","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/the-new-abcs-2\/","title":{"rendered":"The New ABCs"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">In the book <\/span><i><span style=\"font-weight: 400;\">To Sell Is Human<\/span><\/i><span style=\"font-weight: 400;\">, author Daniel Pink redefines the traditional idea of sales. Instead of\u00a0 \u201cAlways Be Closing,\u201d\u00a0 he introduces a new idea of ABCs: Attunement, Buoyancy, and Clarity. These three skills better reflect what it actually takes to succeed in modern sales.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Attunement is the ability to understand the customer\u2019s perspective.It means stepping into their shoes and seeing the situation from their point of view. This is important because customers today have access to way more information than ever before, so simply pitching a product is not enough. You have to learn to connect with what they actually need.\u00a0<\/span><span style=\"font-weight: 400;\">Buoyancy is the ability to stay positive and stay afloat no matter how hard it gets or how much rejection you take. Sales involves constant rejection, and without the ability to bounce back, it is easy to lose motivation. The best salespeople don\u2019t take rejection personally, they use it as feedback and keep moving forward.\u00a0<\/span><span style=\"font-weight: 400;\">Clarity is about helping customers see their problems in a new way. Instead of just offering up solutions, great salespeople help outline the problem. This creates value because many customers don\u2019t fully understand what they need until someone helps them see it clearly.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For entrepreneurs, these three skills are essential. Selling is not just about closing deals, it is about understanding people, staying persistent, and guiding customers toward better decisions.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In the book To Sell Is Human, author Daniel Pink redefines the traditional idea of sales. Instead of\u00a0 \u201cAlways Be Closing,\u201d\u00a0 he introduces a new idea of ABCs: Attunement, Buoyancy, and Clarity. These three skills better reflect what it actually takes to succeed in modern sales.\u00a0 Attunement is the ability to understand the customer\u2019s perspective.It [&hellip;]<\/p>\n","protected":false},"author":3249,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[102,106,504,166,23,27,2],"tags":[],"class_list":["post-13919","post","type-post","status-publish","format-standard","hentry","category-attunement","category-buoyancy","category-clarity","category-sales-experience","category-sales-process","category-sales-struggles","category-sales-tips"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13919","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3249"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=13919"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13919\/revisions"}],"predecessor-version":[{"id":13920,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13919\/revisions\/13920"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=13919"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=13919"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=13919"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}