To Sell Is HumanNot companies, not orders, not product.  All of these might move, but only as a result of moving a person.

Sales, as redefined by Daniel Pink, is the process of moving a person through a decision.

It’s not telling him what he needs, it’s not selling him on a solution, it’s not solving his problem.

It is helping him uncover a problem or opportunity to act on,  it’s helping him make a valuable decision (hopefully one that benefits you too), it’s helping him solve his problem.

All of this is moving the customer.  Anyone who has to move someone to a decision is selling.

Learn more about this at the Leadership Lunch and Learn on April 5th, where I’ll review To Sell Is Human, by Daniel Pink.