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THE NEW ABC’S�OF SALES

Sales in the 21^st Century

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Joanne Shiosaki�

ASSISTANT DIRECTOR OF GONZAGA STUDENT MEDIA

She, Her, Hers

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LEARNING OUTCOMES

Learn the New ABC of Selling
The Skills: Persuading, Convincing, Influencing and Moving Others
We’re all selling 24-7

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THE OLD ABC OF SELLING�

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5

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This a wordle From To Sell is Human. Daniel H. Pink says

Sales used to be a situation where the seller had more information than the buyer….

“Buyer beware”

Hence sales experiences led to these words when a buyer was taken advantage of by a salesperson… one who maybe did not disclose all the information or maybe was dishonest. This is what the wordle above represents bad feelings after a sales transaction, mostly used cars but NOW….

But now with internet, buyers have lots more information and lots more choices.

Buyers can see seller ratings, and product reviews to make an informed purchase.

Car Fax, Kelly Blue book, Trip adviser, Yelp, even Amazon give you reviews and ratings before your buy. The Seller CANNOT bamboozle or trick you.

Buyers know more about advertising too… our clients know more and have more choices.

Pink says The market has become “seller beware” The sales environment has changed, The buyer has more control. That means as seller we need to change.�

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I wanted to find another resource for us.

That’s when I found this book, TO SELL IS HUMAN BY DANILE PINK and that I’ve based my presentation on today. Daniel Pink is not a typical salesperson, he has law degree, worked as a political speech writer and now a best selling author. This book describes what I have been seeing and feeling that we all are salespeople, we all sell -

I went back and looked at where are our sales students were now. Many were in direct sales positions but there were a lot in other fields

Dentist, Environmental Engineer, elementary school teacher, Nike Product Manager, commercial pilot, VP at Credit Union, software engineer, lawyer, and military legislative assistant

These students took their sales experience and skills and sold in a different way… they sold them selves.

I also realized that selling is not just in a sales job or selling products, Selling was also about selling yourself. And it wasn’t just selling yourself in a job interview it was selling you- your brand. Who you are.

I sell myself constantly whether it is persuading students to apply for our jobs, convincing a faculty member to be our board or convincing my partner its his turn to cook dinner. I am aways selling.

Think about it, we all do this on our personal time and we do it in our jobs here at Gonzaga.

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13% OF U.S. WORKFORCE

Are in direct sales

Source:100 Important Sales Statistics Figures, Salaries and Statistics 2022

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87% OF U.S. WORKFORCE

Are in Non-Sales Jobs

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SELLING IN THE 21^ST CENTURY

Persuade, Convince, Influence and Move Others

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THE NEW ABC OF SELLING�

ATTUNEMENT, BUOYANCY, CLARITY

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ATTUNEMENT

The capacity to take another’s perspective, to understand their interests and motivations. To see the world from their point of view.

(The capacity to take another’s perspective, to understand their interests and motivations. To see the world from their point of view. )

To persuade or convince someone effectively, you need to get inside their head to understand their perspective. Learn how to attune yourself to their state of mind and cultivate a meaningful connection.

Attunement is about finding common ground.

Example: is like finding a radio station in the car, where to use the fine tune to get the best reception.

Another example is promoting to students on Instagram, Tic Tock and SnapChat, no longer Facebook or Morning Mail. We are aware of what social media channels students use.

Attunement skills are asking meaningful questions and active listening. I also think Emotional Intelligence components are important here

Self-Awareness of your own emotions and feelings. Being able to self-regulate your emotions and feelings. Building empathy of others. Putting yourself in the other’s shoes…

QUESTIONS

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BUOYANCY

The ability to be resilient and to be able to bounce back.

Buoyancy is about your mindset.

Human beings hate rejection. I hate rejection. I’ve gotten used to it. You probably hate rejection too. But in some ways, hating rejection is like hating the weather. You can't really do anything about it but you have to equip yourself to deal with it. And it's going to make you better in your job as a persuader and influencer and as a human if you're able to be more buoyant and resilient.

Life is full of ups and downs. You're going to get rejected in your personal life and I know you all have gotten it in your job here.

The point is, learn to deal with disappointments. Accept it and learn from it. You’ll have some failures and some regrets. Buoyancy allows us not to let that sink us. It allows us to stay afloat.

Practice: Send yourself a rejection letter.. To be prepared

Like falling off a bike.. It hurts and you get better at not falling… managing your expectations

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CLARITY�

CLARITY

The ability to see a situation in a fresh light or from a difference perspective. It helps surface unseen problems that may not currently exist. Clarity takes a proactive position.

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CONVINCE, PERSUADE, INFLUENCE AND MOVE OTHERS

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Q&A

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The End