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3.68 AVERAGE
3.68 AVERAGE
Lot's of good research and practical advice. The material presented sits with me much better than traditional "old school" selling techniques, and explains why the differences are necessary (in short: information asymmetry isn't usually a thing anymore). I particularly liked the "Sample Case" wrap ups to each section.
I liked Pink's book Drive better. Was excited to read this, especially since I agreed with the premise and see "sales" as something I do all the time though I've never had a sales job title.
Not sure exactly what didn't sit well with me. Too many stories in the book, and not enough guidance? The whole book was story after story. Maybe it was too focused on the traditional negative salesperson image, and not enough on the new version of sales? Hmm.
In the end, I think the book would have been better if it hadn't anchored Pink's ideas around sales, but had used something that didn't have such a strong negative connotation. Maybe: "Changing others" "explaining value" "motivating the mind" "packaging ideas" (ok, I admit these are not awesome book titles, but you get my point)
Not sure exactly what didn't sit well with me. Too many stories in the book, and not enough guidance? The whole book was story after story. Maybe it was too focused on the traditional negative salesperson image, and not enough on the new version of sales? Hmm.
In the end, I think the book would have been better if it hadn't anchored Pink's ideas around sales, but had used something that didn't have such a strong negative connotation. Maybe: "Changing others" "explaining value" "motivating the mind" "packaging ideas" (ok, I admit these are not awesome book titles, but you get my point)
If not the most exciting self-growth book, I've read, it's definitely one of the most useful. I've never felt particularly strong at influencing people, but, as Pink asserts in the opening chapters, I found myself in a job role that includes a lot more influence and "non-sales sales" than I ever would have guessed. Reading this book definitely added to my understanding of the science of influence, and I think it really increased my skills.
I used what I learned to do a presentation to my coworkers at the office, and they loved it. They're begging for a follow up session on negotiation now.
I used what I learned to do a presentation to my coworkers at the office, and they loved it. They're begging for a follow up session on negotiation now.
all these sales books are starting to sound the same...
Lots of smoke. I got bored after listening to 20% of the audio book. It's not better than Drive. The author is overvalued
informative
fast-paced
Meh. Sub-Gladwell, post-facto, pseudo-wisdom. I don't read a lot of these kinds of books but our VP Sales recommended it. Some of it was semi-interesting, but a lot of it was nice anecdotes shoehorned into a creaky premise.
Highly recommended for lawyers and entrepreneurs alike.
Slick in a good way, so I guess suave. Ties in nicely with his previous book Drive. I also like the fact that Pink breaks things down in threes (ABC: Attunement, Buoyancy, Clarity, not Always Be Closing)
Years ago, Daniel Pink, got my full attention with his book, A Whole New Mind, that argues for the embracing of the creative in our workplaces, in our education system and in our culture. As I recall, I read that book in two days.
Then came Pink’s highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.
Daniel Pink’s writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.
When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research. His basic premise is simple: he argues that humans spend considerable energy each day trying to get others to do what we request: purchase, buy in, comply, agree to and even obey. One professional he interviewed stated it succinctly: “Almost everything I do involves persuasion.” Whether you directly sell products, participate in teamwork efforts, attempt to direct the behavior of others or run your own business, you are, in effect, selling or more specifically, moving others to do something.
Pink details the repulsion most of us experience with the typical professional sales approach (think used car salesman) and labels it “the white-collar equivalent of cleaning toilets – necessary perhaps but unpleasant and even a bit unclean.” He reviews the historical protocol for selling and determines that it is officially dead. The immediate access to information via the Internet has completely altered the balance of power in direct sales exchanges. Consumers know far more and will, in the middle of your sales presentation, look up what you just said on their smart phones. Pink’s book offers strategic advice on how to adapt to the world of the “caveat venditor.”
Overall, the book presents succinct insights and strategies for those who are in the profession of sales. My initial response to his findings was a tad snarky: the old adage of “you catch more flies with honey than vinegar” appeared to sum up the notions that if people like you, don’t feel threatened, believe that you are listening (rather than waiting to speak) and respond by acknowledging needs and desires…well, it all seems obvious, doesn’t it? But that is what Dan Pink does best: redirects our attention to what seems obvious, supports it with research-based evidence (apparently necessary because in our culture trusting our human instinct and experiences is not enough) and then completes his pitch with storytelling, offering human examples to seal the deal.
My disappointment with the book is that he tried too hard to combine the art of selling with the art of persuading. His attempt to include the areas of education and healthcare were short-changed in this 236 page book. Some of the concepts he presents could prove effective with surface-level issues in these two complex areas but the influencing of behavior change and human buy-in is worthy of far more examination. Maybe even a new book by the consummate “explainer” of cultural changes.
Then came Pink’s highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.
Daniel Pink’s writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.
When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research. His basic premise is simple: he argues that humans spend considerable energy each day trying to get others to do what we request: purchase, buy in, comply, agree to and even obey. One professional he interviewed stated it succinctly: “Almost everything I do involves persuasion.” Whether you directly sell products, participate in teamwork efforts, attempt to direct the behavior of others or run your own business, you are, in effect, selling or more specifically, moving others to do something.
Pink details the repulsion most of us experience with the typical professional sales approach (think used car salesman) and labels it “the white-collar equivalent of cleaning toilets – necessary perhaps but unpleasant and even a bit unclean.” He reviews the historical protocol for selling and determines that it is officially dead. The immediate access to information via the Internet has completely altered the balance of power in direct sales exchanges. Consumers know far more and will, in the middle of your sales presentation, look up what you just said on their smart phones. Pink’s book offers strategic advice on how to adapt to the world of the “caveat venditor.”
Overall, the book presents succinct insights and strategies for those who are in the profession of sales. My initial response to his findings was a tad snarky: the old adage of “you catch more flies with honey than vinegar” appeared to sum up the notions that if people like you, don’t feel threatened, believe that you are listening (rather than waiting to speak) and respond by acknowledging needs and desires…well, it all seems obvious, doesn’t it? But that is what Dan Pink does best: redirects our attention to what seems obvious, supports it with research-based evidence (apparently necessary because in our culture trusting our human instinct and experiences is not enough) and then completes his pitch with storytelling, offering human examples to seal the deal.
My disappointment with the book is that he tried too hard to combine the art of selling with the art of persuading. His attempt to include the areas of education and healthcare were short-changed in this 236 page book. Some of the concepts he presents could prove effective with surface-level issues in these two complex areas but the influencing of behavior change and human buy-in is worthy of far more examination. Maybe even a new book by the consummate “explainer” of cultural changes.