To Sell is Human

What's "To Sell Is Human" by Daniel H. Pink about?

• Exploration of Sales: The book explores the idea that everyone is in sales now, whether they realize it or not, due to the nature of modern work and life.
• Changing Sales Landscape: It discusses how the sales landscape has changed from a world of information asymmetry to one of information parity, where both buyers and sellers have access to the same information.
• New ABCs of Selling: Pink introduces the new ABCs of selling: Attunement, Buoyancy, and Clarity, which are essential for moving others in today's world.
• Human Element in Selling: The book emphasizes the importance of understanding human behavior and psychology in the process of selling and influencing others.

Why should I read "To Sell Is Human"?

• Universal Relevance: The book is relevant to anyone who needs to persuade, influence, or convince others, which is a part of almost every profession.
• Practical Advice: It offers practical techniques and strategies that can be applied in both professional and personal contexts to improve one's ability to move others.
• Insightful Research: Pink draws on a wealth of social science research to back up his claims, providing a solid foundation for his advice.
• Engaging Writing: The book is written in an engaging and accessible style, making complex concepts easy to understand and apply.

What are the key takeaways of "To Sell Is Human"?

• Everyone is in Sales: Regardless of your job title, you are likely spending a significant portion of your time persuading, influencing, and convincing others.
• New ABCs: Attunement, Buoyancy, and Clarity are the new essential qualities for effective selling and influencing.
• Importance of Empathy: Understanding and empathizing with others' perspectives is crucial for successful persuasion.
• Service Orientation: Selling should be about serving others and improving their lives, which in turn can improve the world.

What are the best quotes from "To Sell Is Human" and what do they mean?

• "We're all in sales now.": This quote encapsulates the book's central thesis that selling is no longer confined to traditional sales roles but is a universal skill.
• "The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness.": This highlights the fundamental human nature of selling and its importance in everyday life.
• "To sell is human.": This phrase underscores the idea that selling is an intrinsic part of human interaction and not just a business activity.
• "The new ABCs of selling are Attunement, Buoyancy, and Clarity.": This quote introduces the core framework of the book, emphasizing the skills needed in modern selling.

What is the concept of "Attunement" in "To Sell Is Human"?

• Understanding Others: Attunement is about aligning your actions and outlook with those of others to better understand their perspectives.
• Power and Perspective: It involves reducing your power to enhance your ability to take another's perspective, which is crucial for effective persuasion.
• Empathy vs. Perspective-Taking: While empathy is about feeling, perspective-taking is about thinking, and the latter is more effective in moving others.
• Strategic Mimicry: Attunement includes the use of strategic mimicry to build rapport and trust with others.

How does "Buoyancy" help in selling according to Daniel H. Pink?

• Handling Rejection: Buoyancy is about staying afloat in an ocean of rejection, which is a common experience in sales.
• Interrogative Self-Talk: Before engaging in selling, using interrogative self-talk (asking questions) can be more effective than declarative self-talk (affirmations).
• Positivity Ratios: Maintaining a healthy ratio of positive to negative emotions can enhance one's ability to persuade and influence.
• Optimistic Explanatory Style: Interpreting setbacks as temporary and specific rather than permanent and pervasive helps maintain motivation and persistence.

What role does "Clarity" play in moving others in "To Sell Is Human"?

• Problem Finding: Clarity involves helping others see their situations in new ways and identifying problems they didn't realize they had.
• Framing: Using different frames, such as the less frame or the experience frame, can help clarify the value of what you're offering.
• Curating Information: In a world of abundant information, being able to curate and present the most relevant data is crucial.
• Asking Questions: Good salespeople are skilled at asking questions that uncover latent issues and possibilities.

How does Daniel H. Pink suggest we should "Pitch" in "To Sell Is Human"?

• Beyond the Elevator Pitch: Pink suggests moving beyond the traditional elevator pitch to more varied and effective methods.
• Six Successors: He introduces six types of pitches: the one-word pitch, the question pitch, the rhyming pitch, the subject-line pitch, the Twitter pitch, and the Pixar pitch.
• Engagement and Collaboration: The purpose of a pitch is to start a conversation and engage the other person as a collaborator.
• Clarity and Brevity: Effective pitches are clear, concise, and tailored to the audience's needs and interests.

What is the significance of "Improvise" in selling according to the book?

• Adaptability: Improvisation is about being adaptable and responsive to changing situations and unexpected challenges.
• Hearing Offers: It involves listening carefully to what others are saying and seeing objections as offers to build upon.
• "Yes and" Technique: This technique encourages building on others' ideas rather than shutting them down, fostering collaboration and creativity.
• Making Others Look Good: By focusing on making your partner look good, you create a positive and productive interaction.

How does "To Sell Is Human" redefine the concept of "Service"?

• Service as a Core Element: Selling is fundamentally about serving others and improving their lives.
• Make it Personal: Personalizing interactions and seeing the human being behind the transaction can enhance service quality.
• Make it Purposeful: Emphasizing the purpose and impact of what you're offering can motivate both you and the buyer.
• Servant Selling: The book advocates for a servant selling approach, where the seller's primary goal is to serve the buyer's needs.

What are some practical exercises from "To Sell Is Human" to improve selling skills?

• Interrogative Self-Talk: Practice asking yourself questions before engaging in selling to boost confidence and strategy.
• Strategic Mimicry: Use subtle mimicry in conversations to build rapport and trust with others.
• "Yes and" Exercise: Practice the "Yes and" technique to enhance collaboration and creativity in interactions.
• Emotionally Intelligent Signage: Create signs that empathize with the viewer and highlight the purpose behind rules or requests.

How does "To Sell Is Human" address the myths about salespeople?

• Blockhead Myth: The book dispels the myth that salespeople are less intelligent, showing that modern selling requires creativity and intellect.
• Moneygrubber Myth: It challenges the notion that salespeople are solely motivated by money, highlighting the importance of intrinsic motivation.
• Natural-Born Salesman Myth: Pink argues that anyone can learn to sell effectively, as selling is a natural human activity.
• Sleazy Salesman Stereotype: The book addresses the negative stereotype of salespeople as deceitful, emphasizing the shift towards transparency and honesty.