To Sell is Human

to-sell-is-human

To Sell is Human: The Surprising Truth about Moving Others

by Daniel H. Pink

This book is about sales, but also “selling in a broader sense—persuading, influencing, and convincing others… Physicians sell patients on a remedy. Lawyers sell juries on a verdict. Teachers sell students on the value of paying attention in class.”

The old-school image of a dodgy salesman relied on what Daniel Pink calls information asymmetry—the seller had access to information which the buyer did not have. Clearly that environment has changed. The author replaces the old sales training mantra Always Be Closing with “the new ABCs—Attunement, Buoyancy, and Clarity.” Continue reading

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