As part of his launch team, I introduced Daniel H. Pink’s new book, To Sell is Human, in a recent post (see Evaluators are humans, too!). Pink’s premise is that regardless of our chosen fields, we’re all in sales – even those of us in what he calls “non-sales selling.” As a matter of course, we must all move others.
Especially engaging for an evaluator is Pink’s chapter on Clarity, one of the “new ABCs of selling” – Attunement, Buoyancy, and Clarity. Pink sees clarity as “the capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn’t realize they had.” What resonates with me is the notion of the value of problem-finding over problem-solving. The Information Age has given us access to all manner of solutions to our problems, but not necessarily to their identification. “The services of others are far more valuable,” claims Pink “when I’m mistaken, confused, or completely clueless about my true problem.” Continue reading