To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.
Before I begin I will state that this is an overview of my thoughts. I have been blogging and dissecting the book in greater detail on my blog by infusing my thoughts, questions, and ideas. You can access these blog posts in the sidebar of my blog – http://coffeeforthebrain.blogspot.com/
This review is to go over the general thoughts of the book. When I started reading the book I found it slow and not real intriguing. However, I have read all of his other works and think he is groundbreaking with his research and concepts. Once I got about 40-50 pages into the book I was hooked.
I read this book right after reading Susan Cain’s book Quiet. IT was a good mix as Dan Pink discussed ambiverts so I was able to connect with what I had just read. Like previous books by Pink he creates a very intriguing look at an idea(in this case we are all salesmen) and breaks it down into research and stories. He structure is easy to understand, but enough facts to keep the heavy hitters happy.
Once gain Dan Pink has written a book that I will reference and utilize in my daily work as a teacher, parent, and spouse. I have several pages bookmarked, highlighted, and locked into my brain to think about and investigate further.
Dan Pink does not let us down with his latest book and should be another MUST READ of the year!