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3.68 AVERAGE
3.68 AVERAGE
Sales often have a negative connotation. We think of used car salesmen trying to manipulate us, telemarketers interrupting our days, and spam emails flooding our inboxes. The reality is we all are in sales. When a clinician develops a plan of care and tells the patient how often they need treatment, they are selling. When a new graduate is negotiating a higher salary, they are selling. When a researcher writes a cover letter for manuscript submission, they are selling. Selling does not have to be a manipulation, and this book describes various strategies that truly lead to a win-win.
"Everyone is in sales"
"It is easier to sell something to someone when you know doing so will improve their life."
"Attuning yourself to others - exiting your own perspective and entering theirs - is essential to moving others."
"People are more likely to act, and to perform well when the motivations are from intrinsic choices rather than from extrinsic processes."
"The ability to move others hinges less on problem-solving than on problem finding."
"Everyone is in sales"
"It is easier to sell something to someone when you know doing so will improve their life."
"Attuning yourself to others - exiting your own perspective and entering theirs - is essential to moving others."
"People are more likely to act, and to perform well when the motivations are from intrinsic choices rather than from extrinsic processes."
"The ability to move others hinges less on problem-solving than on problem finding."
informative
reflective
fast-paced
A quick listen, but not my favorite. I just think his books are not for me.
I am always reluctant to pick up anything that looks like a 'self-help' book. 7 steps to whatever bs we're writing about today is always a bit too formulaic when life is always way too messy. However, this was actually quite good. While sprinkled with a few banalities, there is really good and sensible advice in here and Pink captures what selling is and should be about quite well. After listening to it as an audiobook on my many dog walks, I then ordered a copy...a sure sign that he's got me.
informative
medium-paced
A lot of what Pink said felt right and with practice could be applied, but it lacked sizzle. The "sample cases" felt mostly flat to me. The concepts were interesting, but the writing wasn't.
I suppose if I practice some of the concepts and see marked improvement in my ability to persuade others, I would need to raise the stars for this book, but it wasn't that much fun to read.
I suppose if I practice some of the concepts and see marked improvement in my ability to persuade others, I would need to raise the stars for this book, but it wasn't that much fun to read.
Looks like it's easier to listen to Daniel Pink than read his work. Encountered this book as an audio-book on a plane's entertainment system and it felt much easier to comprehend than "Drive", although not easy to read.
The book is about how we all sell things in the modern world, and how to do it better and in a humane way. It gave me several good ideas to try and also several pieces of the psychological puzzle I'm solving. The book has some insights about the inner voice in our head, how to direct it, and what's the most productive ratio between optimism and negativity in our internal thinking. If I could summarize these pages:
- Ask yourself questions instead of doing any self-encouragement or falling to self-pity
- Assume the other person is having a bad day when facing difficult conversations
Most of the book is about, what the author calls, "Moving others" - that's some sort of positive, purposeful, and healthy manipulation. Sounds a bit like parenting.
The book is about how we all sell things in the modern world, and how to do it better and in a humane way. It gave me several good ideas to try and also several pieces of the psychological puzzle I'm solving. The book has some insights about the inner voice in our head, how to direct it, and what's the most productive ratio between optimism and negativity in our internal thinking. If I could summarize these pages:
- Ask yourself questions instead of doing any self-encouragement or falling to self-pity
- Assume the other person is having a bad day when facing difficult conversations
Most of the book is about, what the author calls, "Moving others" - that's some sort of positive, purposeful, and healthy manipulation. Sounds a bit like parenting.
Once upon a time there was a reluctant sales manager. Every day she would wonder if she was doing the right thing. Then one day, she dusted off "to sell is human" and started reading. Immediately she was reaffirmed that some of the things she was doing was definitely right. That sales had come along way since the slick car sales guy from 70's. That everyone is doing now, in one way or the other. This removed the stigma from "sales" as a profession and the concrete tips in the book alleviated and elevated the daily grind immediately. The sales manager lived happily ever after, even in the ocean of rejection, knowing she was on the right track and knowing how to stay there.
This is my attempt at a Pixar pitch, but do not judge the book solely upon this.
This is the best book on sales and management I have ever read. Before I had completed it, I had bought four more copies and sent a sales pitch for the book to my team to motivate them to read it.
You should to. If anything you do involves motivating people to move and give a up a precious resource - be it time or money - then you too will benefit from reading this book.
"To sell is human" is a forward thinking and practical, funny as well as serious. An example of the funny and astute:
"Powerpoint is like the weather or realityTV: everybody complains about it, but nobody does anything about it. No matter where we work or learn, we must endure the blatherings of people who anesthetize us with bullet points and then, in the dark of a conference room, steal our souls and bake them into 3-D pie charts."
Instead of the Always Be Closing ABC of traditional sales, Daniel introduces a new one: attenuated - buoyancy - clarity. The old adage worked better when the sales man had more information than the customer, but this is no longer the case. And the customer might be able to tell about the bad experience on social media, giving them a much stronger position than 40 years ago. Or even 20. These days it is better to concentrate on finding the customer's true problem, listen well, be humble. Then you need to be able to stay afloat admit rejection and a clear message.
After this the author moves onto pitch , improvision and service. These sections are perfectly practical. In the end I learned a new word - and a new motto - UPSERVE.
"Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience. This simple move - from upselling to upserving - has the obvious advantage of being the right thing to do. But it also carries the hidden advantage of being extraordinarly effective.
Anytime you're tempted to upsell someone else, stop what you're doing and upserve instead. Don't try to increase what they can do for you. Elevate what you can do for them."
So I wasn't as clueless about sales as I had feared. Most of the things I was doing were the right things, but can certainly be tweaked for improvement. Daniel H. Pink has shown me how and I have been utterly and completely convinced.
This is my attempt at a Pixar pitch, but do not judge the book solely upon this.
This is the best book on sales and management I have ever read. Before I had completed it, I had bought four more copies and sent a sales pitch for the book to my team to motivate them to read it.
You should to. If anything you do involves motivating people to move and give a up a precious resource - be it time or money - then you too will benefit from reading this book.
"To sell is human" is a forward thinking and practical, funny as well as serious. An example of the funny and astute:
"Powerpoint is like the weather or realityTV: everybody complains about it, but nobody does anything about it. No matter where we work or learn, we must endure the blatherings of people who anesthetize us with bullet points and then, in the dark of a conference room, steal our souls and bake them into 3-D pie charts."
Instead of the Always Be Closing ABC of traditional sales, Daniel introduces a new one: attenuated - buoyancy - clarity. The old adage worked better when the sales man had more information than the customer, but this is no longer the case. And the customer might be able to tell about the bad experience on social media, giving them a much stronger position than 40 years ago. Or even 20. These days it is better to concentrate on finding the customer's true problem, listen well, be humble. Then you need to be able to stay afloat admit rejection and a clear message.
After this the author moves onto pitch , improvision and service. These sections are perfectly practical. In the end I learned a new word - and a new motto - UPSERVE.
"Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience. This simple move - from upselling to upserving - has the obvious advantage of being the right thing to do. But it also carries the hidden advantage of being extraordinarly effective.
Anytime you're tempted to upsell someone else, stop what you're doing and upserve instead. Don't try to increase what they can do for you. Elevate what you can do for them."
So I wasn't as clueless about sales as I had feared. Most of the things I was doing were the right things, but can certainly be tweaked for improvement. Daniel H. Pink has shown me how and I have been utterly and completely convinced.
I feel like this book had some amazing points. I am not a sales person by title, but we are all sales people at some point or another in our lives.
There are many tips in this book for everyone to use and that can benefit you. One of my favorites was the “Yes, AND” instead of saying “Yes, but” I think that this is such a key to not closing your self off and to not coming across and negative. You are willing to go with the flow.
The last chapter focused on making it personal. Anytime we are trying to convince someone to do something or buying something. We should asking ourselves “Will the world be a better place after” . The answer should always be yes, even if it is just a spark of joy. That spark can turn into a flame!
There are many tips in this book for everyone to use and that can benefit you. One of my favorites was the “Yes, AND” instead of saying “Yes, but” I think that this is such a key to not closing your self off and to not coming across and negative. You are willing to go with the flow.
The last chapter focused on making it personal. Anytime we are trying to convince someone to do something or buying something. We should asking ourselves “Will the world be a better place after” . The answer should always be yes, even if it is just a spark of joy. That spark can turn into a flame!