To Sell Is Human: The Surprising Truth About Moving Others
Cydcor team members recommend this refreshing look at what it means to sell in To Sell is Human.
Author: Daniel H. Pink
Description of this Book: Daniel Pink’s To Sell Is Human is about the art and science of selling, not only professionally but also in our personal lives. Selling is not just person going door-to-door selling products, or someone trying to make a commission quota. Everyone in society is now in sales in some particular way: selling their ideas, personalities, or projects that they want to get done. Pink looks at all aspects of the modern workforce and comes up with a great guide for anyone struggling with taking on the identity of a salesperson today.
Why People Should Read This Book: The book offers many concepts with actual statistical data and scientific evidence to back up points. Pink’s book succeeds at clarifying the typical view of sales as a negative connotation. We often motivate ourselves for all the wrong reasons when it comes to selling, and that’s not just for selling products. The book is very accessible and easy-to-read. Although this topic has been discussed to lengths in other sales books, Pink finds a way to put his own spin on the theory of selling in our world today.
My Favorite Part: Pink stresses that the old selling environment has changed significantly. Buyers now have the same information that sellers have, which used to give salespeople an advantage. He comes up with a new phrase for successful sales called Always Be Closing. Along with that comes the new ABCs: Attunement (perspective of audience), Buoyancy (handle rejection well) , and Clarity (help others see the whole picture). Other advice he offers is six successors to the elevator pitch, which allows a seller to propose something interesting to compel a conversation.
Want more recommendations from Cydcor? Check out this similar Cydcor review of Crucial Conversations.