To Sell Is Human: The Surprising Truth about Moving Others

I have read To Sell Is Human cover to cover twice. I have spent some time reading many of the Amazon reviews of the book. I can see where some reviewers may not get Dan's message... though I would argue that it is not a function of the writing.Dan Pink cuts through the jargon and explains the underlying social science and behaviors that lead to effective sales. He presents complicated topics using simple, human language that anyone can understand. In fact, the true meaning of the book is to realize the role each person plays in "selling" ideas on a daily basis. The heroes in most areas of life (business, social, community service) are those who can masterfully get others to follow them into battle. To Sell is Human does not provide a litany of questionable tactics. It does however provide the research and guidance to self-assess your strengths and limitations that can make you effective at selling (no matter how you define it).I wrote a book that addresses how companies can engage their entire teams to grow revenue. I succinctly discuss the specific steps one can take. What was missing in my book was the science behind my assertions. In To Sell Is Human, Dan cites research, studies, and interviews that help the reader discover not just WHAT to do, but WHY it is effective. Dan realizes that effective sales is about integrity, and serving others - and he helps us realize that this is not part of the stereotypical salesperson's profile.Especially those who sell professional services should find the book very valuable. Have you ever noticed that the most effective salespeople are the ones who you feel best understand you and your situation? There is a ton of research that supports this notion. Dan Pink confirms the concept, and then gives you tangible ways to hone your skills. His section on Attunement (part of the new ABC's of selling) provides some great exercises to see where you can improve your own skills.Upside Down Selling: An Integrity-based Sales Approach to Avoid Being PredictableI tend to be hypercritical of books on sales - having written one. I usually pick them a part like a jerk. I first read To Sell Is Human in Kindle format. I have screen after screen of notes and ideas that I have incorporated into my workshops, programs, keynote addresses, and my life. Unlike other business books that try to hide the fact that a certain study might not represent every situation in the world, Dan is quite candid about the depth of each study and the conclusions you can (or cannot)infer based on their potential bias.I've had the pleasure of sharing the stage with Dan Pink as well as some of the brightest minds in the sales world like SPIN Selling's Neil Rackham, and Customer Centered Selling's Rob Jolles. For a guy who has not spent his career in "sales," Daniel Pink may have shifted my thinking the most of any of them. Not only does he offer great content, but he has a written and spoken style that is genuine. He remains approachable, personable, and happens to be one of the funniest and brightest people I have met - it might just catch you off guard.If you want to improve your ability to sell services, products, or ideas in general, To Sell Is Human would be a good place to start.

The core idea of the book is that we are all nowadays is in the selling business: selling ideas to our bosses, products to our customers and holiday plans to our families. And also that successful selling today is not about charismatic persuasion but about listening and putting yourself into the other person's position.Pink describes how selling has changed over the last few decades from "ABC - always be closing" type persuasion to more "human" cooperation between the customer and the seller. The reason for this change is the availability of information and increased competition. The buyer can easily access product information and peer reviews and thus be very able to spot any foul play. And even if not all the buyers would be knowledgeable beforehand they most certainly hold the power afterwards of hurting the business in case they feel cheated.If you have an idea, a product or a skill that you're sure others would have some use, you have to make other people see the value or else it's worthless. And making others see value, is selling even if you would not be getting any money from it. Pink argues that if you look at sales by this new way in an organisation, it isn't really anyone's job, it's everyone's job. Pink suggest also a new ABC of selling: Attunement, Buoyancy and Clarity. Attunement in essence meaning listening instead of speaking, buoyancy meaning positivity and clarity meaning being clear on options and consequences.A great example of non-sales selling these principles apply is management, which according to Pink has changed from giving orders to "making sales" and making sales is not trying to force someone to do something they don't want to do in the first place, but rather listening and finding common ground where the boss and the subordinate together try to figure out what is the best way to make the personal aspirations and organisational goals match.Pink is a great writer and storyteller and I enjoyed reading the book, although didn't really get all that much new from it. The first two-thirds of the book is clear, logical, well-structured description what professionals need to success in work life social scene and it's filled with lots of memorable real-life stories, but the last third of the book is more or less an incomplete list of marketing and "Dale Carnegie-style" influence tricks, although some of them no-doubt effective.For the occasional reader of pop-social science or sales literature I would definitely recommend the book, but for anyone who's read for example 7 habits of highly effective people will not get much new perspective from this.

Helps put a sales mindset in perspective if your doubting confidence

A beautiful well written book. The references to various research studies add lot of value to the readers.Sample after every concept nails the learning

The book is not about sales but about life in general. It teaches you to be a better human with more empathy and understanding. Eventually, that makes you better at moving people.

Realmente inspirador

An easy flow and an aggregation of concepts that sometime I knew already but that put all together become very powerful. A lot of examples, a lot of experiments, some easy to implement tips... insightful and inspirational !