To Sell is Human by Dan Pink

Salesmanship is changing.  The information age that we live in has changed sales.  No longer do we look to sales people to provide the answers to our questions and problems.  We are informed consumers looking to buy rather than being sold.  A subtle, but important distinction.  From caveat emptor - let the buyer beware to caveat venditor - let the seller beware.   Subtle, but important distinctions.

The three personal qualities that Pink posits as necessary for success are Attunement, Buoyancy, and Clarity.

Attunement - the ability to bring one's actions and outlook into harmony with other people and with the context you are in.

Buoyancy - the ability to stay afloat amid the ocean of rejection.

Clarity - the capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn't realize they had.