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.