To Sell Is Human by Daniel H. Pink
In his book, To Sell Is Human, bestselling author Daniel H. Pink challenges the traditional notion that only a certain type of person can succeed in sales. He argues that everyone, regardless of their job title, engages in some form of selling on a daily basis.
Pink describes selling as the art of moving people to a decision, whether it is convincing your boss to give you a raise or persuading your child to do their homework. According to him, the ability to sell is a fundamental skill for success in today's world.
To Sell Is Human offers a fresh perspective on the art of selling and provides practical tools and strategies for anyone looking to improve their sales skills. Pink argues that the traditional sales techniques, such as the "ABC" method (Always Be Closing), are no longer effective in today's information-rich and hyper-connected world.
Instead, he suggests that salespeople need to focus on serving their customers and creating value for them. This involves building trust, understanding the customer's needs, and providing them with personalized solutions.
Pink also emphasizes the importance of mastering the art of persuasion, which he describes as a combination of attunement, buoyancy, and clarity. Attunement involves understanding the perspective of the other person, while buoyancy involves maintaining a positive attitude and resilience in the face of rejection. Clarity involves being able to communicate your message in a clear and concise manner.
Throughout the book, Pink draws on a range of research and real-life examples to illustrate his points. He also provides practical exercises and tools that readers can use to improve their sales skills and become more effective communicators.
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Buy it here: To Sell Is Human
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