Everyone is selling, whether they realize it or not. When you work at a company, in one way or another, you’re “selling” your product or service. In fact, you’ve sold the company on yourself so well that you work there. For me, I’ve always known that I need to have passion and genuine interest in what I’m selling—if I didn’t believe in it, I wouldn’t be able to hide it, and my eye probably wouldn’t stop twitching. But beyond belief in the product, there’s another crucial aspect that often gets overlooked: being prepared for rejection.

I’ll admit, handling rejection wasn’t something I practiced much. I always thought I should only imagine success, especially when facing something daunting. But this article is refreshing because it introduces the concept of buoyancy (which I relate to resilience). It’s not just about imagining success, but also being prepared for the tough conversations and inevitable rejections along the way.

That’s why I found this newsletter by Daniel H. Pink, a best-selling author known for his insightful books on business and psychology, particularly valuable. Pink, author of To Sell is Human, introduces a modern twist on the classic sales mantra “Always Be Closing” from the movie Glengarry Glen Ross. While “Always Be Closing” was once the go-to advice, Pink argues that today’s sales environment demands a new approach.

Pink introduces the New ABC’s of Selling:

1. Attunement – The ability to see things from the perspective of others, understanding their interests and needs.
2. Buoyancy – The resilience to stay positive and afloat in the face of constant rejection.
3. Clarity – The skill to navigate complex situations, not just solving visible problems but identifying hidden ones.

These qualities are essential whether you’re selling a product or simply trying to persuade someone in your daily life. Pink’s book doesn’t just explore the theory behind these ideas but also offers practical exercises to enhance these skills.

For example:

• Attunement: Try “Pull Up a Chair,” a strategy inspired by Jeff Bezos to stay connected to customer needs.
• Buoyancy: “Send Yourself a Rejection Letter” helps you prepare mentally for the inevitable “No” in sales.
• Clarity: “Find the 1 Percent” teaches you to identify the critical details that can make a big difference.

If you’re in sales or looking to enhance your influence, these exercises are worth a try. You can find them and more in the resources Pink shares on his website.

Sales may be challenging, but with these modern strategies, you can stay ahead and succeed in this demanding field.