Humans tend to naturally mimic the accents, postures, and behaviors of others. In the last 10 years, the art of selling has suffered some major changes, mostly due to the technology boom. 0000001349 00000 n The questions to yourself help you to plan and deal with problems. They can listen to customers, tune in to them and then make the sale. In theater, one actor improvises while the other listens attentively and assumes after an opening. Daniel says that in presentations, questions can be more powerful than sentences. For many of us, the opposite of talking is not listening but waiting. Pink sheds light on the art of selling in order to help you become more efficient in this new world. n�3ܣ�k�Gݯz=��[=��=�B�0FX'�+������t���G�,�}���/���Hh8�m�W�2p[����AiA��N�#8$X�?�A�KHI�{!7�. Getting people to move today depends on entering their minds and seeing the world through their eyes. Boost your life and career with the best book summaries. I could mention the intriguing case studies, the endless endnotes (see what I did there?) 12min Team | Posted on January 13, 2019 |. Like this summary? Making a sale is only one aspect of the entire process. 2y�.-;!���K�Z� ���^�i�"L��0���-�� @8(��r�;q��7�L��y��&�Q��q�4�j���|�9�� If you show transparency, people will want to believe you! “To Sell is Human PDF Quotes” To sell well is to convince someone else to part with resources—not to deprive that person, but to leave him better off in the end. Daniel Pink explains how in To Sell is Human. This book summary will embolden you to make the first steps towards rediscovering your “sales” identity. For your teacher and your doctor, things have also changed. Yes, that’s right: you work in sales! 0000004386 00000 n Part 1: Introduction - We Are All in Sales In a recent survey, 46% of respondents said their work involved “moving people” on some level. The great truth is that almost every professional today has at least a little sales in their activities. The Internet has made honesty and transparency vital to salespeople and has shifted its role from information guardian to an advisor seeking to help the client amid the avalanche of information available online. Often, being honest about a limitation of your solution can increase the customer’s perception of value. Finding problems has become more important than solutions and the severity of the problem encountered is a sign of the opportunity to create a quality solution. To Sell Is Human Summary “Like it or not, we’re all in sales now”. Whether it’s selling’s traditional form or its non-sales variation, we’re all in sales now. Finally, do not forget the physical component of the tuning: mimic. The purpose of presenting an idea is not necessarily to get people to adopt it. To develop your improvisation skills, you need to listen to work on the idea that the other brings. �ꇆ��n���Q�t�}MA�0�al������S�x ��k�&�^���>�0|>_�'��,�G! The key to finding the right problem is knowing how to ask the customer about your challenges, subsequently helping them filter out all the available information and thus come up with a solution. Pink also depicts the road from caveat emptor to caveat venditor, with the assistance of compelling case studies. Indeed, the vast majority of time I’m seeking resources other than money. When we are no longer working together, will that person’s life be better? Research has shown that this helps broaden your perspectives by allowing you to better see customer issues and propose alternative solutions if they reject the initial proposal. Knowing how to float in an ocean of rejection is as vital as having attunement and similarity. This is a man who knows what he’s talking about. The way to do this is to give clarity to the buyer: the modern role involves helping people to see situations in a new light. Grab a book and BOOST your learning routine. trailer <<5EA3E77BCA724DA0BBB3F5B15BA67015>]/Prev 535562>> startxref 0 %%EOF 116 0 obj <>stream It is part of human nature, as the title suggests. �< �}v��D�Β Ω�;��d�X�j,C�+��-����(9!�z-�e��穁�gg^WlXЭ�xY�C�w�a��y�?ߏZ�s�{K�p��l��s=���KZG��((膐�%X�$��� ��:H00W- �l@l Q��w���4IM����1�!� �FF�N�j]M��/�.1x7x0�`�a�h}) $�PĠ� �h�°�A���`T�3�:p]`r`��������°�!� �Sc7�%����)�������� Š/[$�f��@ ����[N�=�6_������, �G��3޵�(����� Teachers have to convince their students to study harder and have more commitment. To move people and develop your leadership, you need to be a servant leader. Many vendors like to use scripts for their sales. If you want to lead and influence people, you will notice that the greatest leaders were not heroic, but actually, they were quiet types whose purpose was related to serving people. 108 0 obj <> endobj xref 108 9 0000000016 00000 n In the last chunk of Pink’s book the inner workings of how to pitch, improvise, and services are exposed. To deal with rejection, it takes courage, the ability to drift in a sea of no’s and continue to sell day after day, without losing faith. We do it for a purpose; we do it involuntarily. But most of us are ambiverts, sitting near the middle, not the edges, happily attuned to those around us. Since then the business and technology environment has gained revolutionary insight from him. The ability to create hypotheses about what will happen is more valuable than the knowledge itself to the buyer. We must find the higher purpose in what we are doing and transmit it to the people we are trying to move. Another important point is to stay positive. It is essential to have a clear understanding of the others involved in the decision, but it is even more important to understand your concerns and preferences. Daniel Pink comes to the rescue by devising six potential replacements: Now let’s discover some of the theories of To Sell is Human, which can be applied in the field of moving others: The three fundamental rules of Improvisation Theater are: The 3 key questions you need to respond to when you’re preparing the pitch: These are crucial in defining your objective and strategy. This is what it means to serve: improving another’s life and, in turn, improving the world. It is also crucial to make the other look good. Daniel H. Pink is a behavioral expert with a background in politics and economics (he was a chief speechwriter for then-Vice President Al Gore). A good salesperson needs to know that your product helps humanity altruistically as well as financially. One of the main things is how people make their decisions and take their beliefs. Most of us, one way or another, are always trying to convince people to take action or change their habits. To Sell Is Human offers a fresh look at the art and science of selling. Strangely enough, we do not commonly associate these professions with sales. Every day each of us sells all kinds of stuff (thoughts, things, ideas) to others.