To Sell is Human: The Surprising Truth About Moving Others

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink is a book that challenges the notion that sales is the domain of a select group of individuals with a specific set of skills. In fact, Pink argues that we are all in sales, as we spend a significant amount of our time trying to move others to our way of thinking, whether we are convincing our boss to give us a raise or persuading our children to clean their room.

Pink draws on research from a variety of fields, including psychology, economics, and sociology, to explore the science behind what he calls "non-sales selling." He highlights three key attributes that are essential for successful selling in today's world: attunement, buoyancy, and clarity.

Attunement is the ability to understand and empathize with the other person's perspective. Pink argues that we often make the mistake of assuming that our way of thinking is the only way, but in order to be effective at moving others, we need to be able to see things from their point of view. Attunement involves active listening, asking questions, and building rapport with the other person.

Buoyancy is the ability to stay afloat in an ocean of rejection. Pink acknowledges that selling can be a tough and often demoralizing job, but he argues that successful salespeople are those who are able to bounce back from rejection and maintain a positive outlook. He offers practical strategies for building resilience, such as focusing on the progress made rather than the setbacks and using positive self-talk.

Clarity is the ability to distil complex information into simple and understandable terms. Pink argues that in today's world, where we are bombarded with information from all directions, the ability to communicate clearly and concisely is essential. He suggests that successful salespeople are those who can communicate the essence of their message in a way that is easily digestible and memorable.

Throughout the book, Pink also introduces a number of practical techniques for selling in today's world. For example, he highlights the importance of "problem finding" rather than "problem solving." Rather than simply trying to solve the customer's problem, Pink argues that successful salespeople are those who are able to identify new problems that the customer may not have even realized they had. He also suggests that the best way to persuade others is not through logical argumentation but through the use of stories that tap into emotions and values.

One of the key takeaways from "To Sell Is Human" is that selling is not just about convincing others to buy something. Rather, it is about building relationships, creating value, and helping others achieve their goals. Pink argues that in today's world, where traditional hierarchies are breaking down and people are more empowered than ever before, the ability to move others is an essential skill for success.

Overall, "To Sell Is Human" is a thought-provoking and insightful book that challenges our assumptions about what it means to sell. Pink's engaging writing style and practical tips make this a must-read for anyone who wants to improve their ability to persuade and influence others.

The key takeaways from this book

1. We are all in sales: Pink argues that regardless of our profession, we are all in sales because we are constantly trying to influence others. Whether we are trying to persuade a colleague to support our idea or convincing a customer to buy our product, we are engaging in sales-like activities.
2. Attunement is key to successful selling: Attunement is the ability to see things from another person's perspective. According to Pink, attunement is critical to successful selling because it helps you understand the needs and motivations of the other person, which can help you build rapport and influence them more effectively.
3. Focus on serving the customer: Pink argues that the most successful salespeople are those who focus on serving the customer's needs, rather than just making a sale. By providing value and building long-term relationships with customers, you can achieve greater success in sales.
4. Use the power of stories: Pink emphasizes the importance of storytelling in selling. By telling stories that illustrate the benefits of your product or service, you can help customers see the value of what you are selling in a more compelling way than just presenting facts and figures.
5. Embrace non-sales selling: Pink argues that non-sales selling, or using selling skills in non-sales situations, can be just as important as traditional sales. Whether you are pitching a new idea to your boss or trying to get your child to do their homework, the principles of selling can help you be more persuasive and effective in a range of contexts.