Not 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.
Thanks for reading TSIH in your book club. Hope you have a great discussion.
Cheers,
Dan Pink
It’s a great one. Looking forward to seeing you at the fortune gazelles summit. MS