Do you sell the same way you did a decade ago?
In the classic movie Glengarry Glen Ross Alec Baldwin tells a group of salesmen that the key to selling is, ""A-B-C. A - Always; B - Be; C - Closing. Always be closing.""
But this steamroller approach is now a relic.
According to bestselling author Dan Pink, sales has changed more in the last 10 years than the previous 100. Today, buyers have as much information as sellers--along with ample choices and the means to push back. Selling effectively requires a new approach.
In this interactive Harvard Business Review webinar, Dan Pink draws on cutting-edge social science and best practices from global organizations to reveal the new ABCs of selling. Pink reveals 5 ways to frame messages to increase clarity and promote action. He also discusses why problem finding is now more important than problem solving, how questioning your abilities before a sales call can actually help, and why the most effective salespeople are not extroverts.