Recently in class, we started digging deeper into the new “ABC” of sales and more specifically focused on the “A” representing attunement. When I first read the section in Pink’s book, I was a little confused about what exactly Pink meant when he began discussing “Increase your power by reducing it,” most likely because I got too focused on the tests he mentioned (i.e. the E-test) rather than what the sales applications of those tests were. Our class discussion clarified to me the meaning that I had apparently glazed over throughout my reading. It is beneficial for sales people to lower their sense of power in a selling situation. This is primarily because failing to do so can cause you to miss important client perspectives due to you believing that you know what the best option is from the start.<\/p>\n
I personally have had very unenjoyable sales experiences due to salespeople failing to lower their own senses of power. On one day about a year ago, I entered a store to look and see if there was anything I was interested in buying. A salesperson approached me and tried to help me find the kind of things I was looking for. After viewing the options, I decided that there was not anything that particularly stood out to me so I left. I came back the next day because I was considering changing my mind. However, when I entered the store, the same salesperson from the day before told me that they did not have anything I wanted there, quoting some of my prior comments in a rather degrading way. Perhaps it was wrong of me to return to the store at all after expressing a lack of interest. However, the salesperson’s failure to consider my perspective and their attachment to their own thoughts about the situation ended up costing the store an almost guaranteed sale.<\/p>\n","protected":false},"excerpt":{"rendered":"
Recently in class, we started digging deeper into the new “ABC” of sales and more specifically focused on the “A” representing attunement. When I first read the section in Pink’s book, I was a little confused about what exactly Pink meant when he began discussing “Increase your power by reducing it,” most likely because I […]<\/p>\n","protected":false},"author":151,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3935","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3935","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\/151"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=3935"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3935\/revisions"}],"predecessor-version":[{"id":3937,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3935\/revisions\/3937"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=3935"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=3935"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=3935"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}