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  • (GASPS)

  • (ENGINE STARTS)

  • (TIRES SCREECH)

  • Like it or not, we're all in sales now.

  • A big portion of what we do, whether we're teachers

  • or art directors or in healthcare, we're all in sales now.

  • What are the qualities that allow us to do this well and ethically?

  • These are the foundational qualities

  • of being effective in persuading,

  • influencing, convincing, moving people.

  • They are the new ABCs - attunement, buoyancy and clarity.

  • Attunement - perspective taking.

  • Can you attune yourself to someone, understand their perspective?

  • In sales, if you're trying to sell computer equipment?

  • If you're trying to convince an employee

  • to do something a different way?

  • Or convince your boss to give you a different assignment?

  • Or convince your kids to clean up their room?

  • Buoyancy. I interviewed a salesman. He had a lovely way of putting this.

  • He said the hardest part of being in sales is

  • every day, you face an OCEAN of rejection.

  • How do you remain afloat on that ocean of rejection?

  • If we're all in sales now, we're going to get rejected a lot.

  • It turns out that questioning your abilities

  • is often more effective than pumping yourself up.

  • What do you do during an encounter?

  • Much to my dismay, it showed that positivity actually works. Finally!

  • What do you do after an encounter?

  • Some fascinating research from Martin Seligman

  • at the University of Pennsylvania

  • shows that one of the best predictors of people's success

  • is how they explain failure, their explanatory style.

  • That's buoyancy.

  • And finally - attunement, buoyancy, clarity - is clarity.

  • We live in a world awash in information.

  • How many accessed information doesn't give you any kind ofcomparative advantage.

  • What gives you comparative advantage

  • is being able to curate that information,

  • distill that information and say,

  • "All of this is noise, but this part is signal."

  • You have to draw on some very fundamental human qualities.

  • Can I understand someone else's point of view?

  • Can I remain resilient in the face of rejection?

  • Can I help someone make their way

  • through this murk of information and clarify it?

  • Can I help someone identify problems they don't realize they have?

  • Can I look for ways that this person and I have common ground,

  • so if we reach it we're both going to be better off?

  • I really am convinced that the way to do it effectively

  • is to be a little bit more human.

(GASPS)

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