I have read To Sell Is Human cover to cover twice. I have spent some time reading many of the Amazon reviews of the book. I can see where some reviewers may not get Dan's message... though I would argue that it is not a function of the writing.
Dan Pink cuts through the jargon and explains the underlying social science and behaviors that lead to effective sales. He presents complicated topics using simple, human language that anyone can understand. In fact, the true meaning of the book is to realize the role each person plays in "selling" ideas on a daily basis. The heroes in most areas of life (business, social, community service) are those who can masterfully get others to follow them into battle. To Sell is Human does not provide a litany of questionable tactics. It does however provide the research and guidance to self-assess your strengths and limitations that can make you effective at selling (no matter how you define it).
I wrote a book that addresses how companies can engage their entire teams to grow revenue. I succinctly discuss the specific steps one can take. What was missing in my book was the science behind my assertions. In To Sell Is Human, Dan cites research, studies, and interviews that help the reader discover not just WHAT to do, but WHY it is effective. Dan realizes that effective sales is about integrity, and serving others - and he helps us realize that this is not part of the stereotypical salesperson's profile.
Especially those who sell professional services should find the book very valuable. Have you ever noticed that the most effective salespeople are the ones who you feel best understand you and your situation? There is a ton of research that supports this notion. Dan Pink confirms the concept, and then gives you tangible ways to hone your skills. His section on Attunement (part of the new ABC's of selling) provides some great exercises to see where you can improve your own skills.
Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable
I tend to be hypercritical of books on sales - having written one. I usually pick them a part like a jerk. I first read To Sell Is Human in Kindle format. I have screen after screen of notes and ideas that I have incorporated into my workshops, programs, keynote addresses, and my life. Unlike other business books that try to hide the fact that a certain study might not represent every situation in the world, Dan is quite candid about the depth of each study and the conclusions you can (or cannot)infer based on their potential bias.
I've had the pleasure of sharing the stage with Dan Pink as well as some of the brightest minds in the sales world like SPIN Selling's Neil Rackham, and Customer Centered Selling's Rob Jolles. For a guy who has not spent his career in "sales," Daniel Pink may have shifted my thinking the most of any of them. Not only does he offer great content, but he has a written and spoken style that is genuine. He remains approachable, personable, and happens to be one of the funniest and brightest people I have met - it might just catch you off guard.
If you want to improve your ability to sell services, products, or ideas in general, To Sell Is Human would be a good place to start.
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To Sell Is Human: The Surprising Truth about Moving Others
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Reviews with images
Good approach to modern selling
I bought this book because I am an entrepreneur and never was at sales department. In this book Pink tries to bring a modern approach to selling. In the era of internet the old classical sales style is obsolete. Even the classic elevator pitch is outdated. Today in a world where the customer is more informed, providing just information is not enough since the customer a lot of times knows more about the product and the competence more than even the salesman. You need to learn to move the people with different approaches and this book talks about that. Also Pink says that not only people in sales are the only who might benefit from this techniques. Also normal people because we have to "sell" something to someone somehow, your spouse, your children, your boss, and many more. So you have to learn to "move" people to do what you need to do (in order to do what can benefit you and also them, is not manipulation, but a way to show the value also for the people being moved). So if you are in sales or want to improve the way in which you convince people to do something get a copy and read this book
Top reviews from other countries
Kym Hamer
Relevant and empowering...
Reviewed in the United Kingdom on January 16, 2024Steffen
Great Book with an eyeopener regarding sales
Reviewed in Germany on August 16, 2023javier pizarro
Práctico y realista , inspirador
Reviewed in Spain on January 22, 2022