Follow the Leaders
Book in Review: To Sell Is Human by Daniel Pink
Let’s face it. CEOs are in the business of persuasion. Persuading customers, employees, vendors, financial institutions, investors, business partners… For the most part, it’s in our nature to always be “on.”
Here’s a book that offers a fresh perspective on persuasion. It’s chock full of interesting stories and simple, practical ways to apply what you’ve learned – like how to frame questions, listen and, ultimately, move others. Finally, you’ll learn you’re not the only one who’s “on” 24/7. In fact, to sell is very human.
Book in Review:
Daniel H. Pink’s To Sell Is Human: The Surprising Truth About Moving Others.
This Book Is for
• CEOs and business owners
• “traditional” sales and customer-facing employees
• anyone considering a job that requires interacting with people
• anyone who loves a good social science experiment (this book has plenty)
Why We Like This Book
• It’s a contemporary viewpoint on a very old profession.
• We discovered the power of improve and “Yes, and,”.
• The sample cases at the end of each chapter make it easy to apply what you learn.
• The social experiments cited in the book are interesting and relevant.
• We walked away with a fresh perspective on how we view ourselves and our world.
Want to learn more? You’ll find lots of resources listed throughout the book.
Three Golden Nuggets
• Page 177: Practicing Your Six Pitches case study.
• Extroverts don’t make the best salespeople.
• “Finally, at every opportunity to move someone – from traditional sales … to persuading your daughter to do her homework – be sure to answer the two questions at the core of genuine service: 1) If the person you’re selling to agrees to buy, will his or her life improve? 2) When your interaction is over, will the world be a better place than when you began? If the answer to either of these questions is no, you’re doing something wrong.”
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