To Sell Is Human: Just Don’t Give Up
Staying afloat amidst a sea of rejection requires buoyancy.
Dan Pink writes in To Sell Is Human, “Draw a map of the world of selling and the most prominent topographical feature is that deep and menacing ocean [of rejection]. Anyone who sells – whether they’re trying to convince customers to make a purchase or colleagues to make a change – must contend with wave after wave of rebuffs, refusals, and repudiations. How to stay afloat amid that ocean of rejection is the second essential quality in moving others. I call this quality ‘buoyancy’.”
One of the most important principles to successful sales, according to Dan Pink, and one with which I agree, is to be able to stay afloat. You have to stay buoyant. But I would add that the heart of buoyancy is, just don’t give up.
The problem...