To Sell is Human by Daniel H. Pink
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Chapter 1: The New ABCs of Moving Others
- The traditional view of sales is out of date and the new reality is that "selling" is part of everyday life.
- The ability to move others to exchange what they have for what we have, is a fundamental human activity
- The new ABCs of moving others are Attunement, Buoyancy, and Clarity.
Chapter 2: Attunement
- Attunement is the ability to get into another person's head and understand their perspective.
- Attunement is a key component of effective sales, but it's also important in many other areas of life, such as parenting, management, and politics.
Chapter 3: Buoyancy
- Buoyancy is the ability to stay afloat in the face of rejection and persist in the face of setbacks.
- Buoyancy is crucial for success in sales and other areas of life, and the author provides strategies for developing it.
Chapter 4: Clarity
- Clarity is the ability to see and communicate the value of what you're selling.
- Clarity is essential for effective sales, and the author provides guidance on how to develop it.
Chapter 5: The Pitch
- The pitch is the moment when you make your case and try to move others.
- The author provides tips on how to make a good pitch, including how to simplify your message, how to use storytelling, and how to handle objections.
Chapter 6: The Close
- The close is the final step in the sales process, when you try to get the other person to say yes.
- The author provides tips on how to close a deal, including how to ask for the sale and how to handle rejection.
Chapter 7: The Art of Follow-up
- The follow-up is the process of keeping in touch with the other person after the sale.
- The author provides tips on how to follow up effectively, including how to stay in touch and how to ask for referrals.
In summary, "To Sell is Human" by Daniel H. Pink is a book that offers a new perspective on the role of selling in today's world, by stating that selling is part of everyday life. The book argues that the traditional view of sales is out of date and that the ability to move others is a fundamental human activity. The book provides a comprehensive guide for anyone who wants to improve their ability to move others in order to sell or in any other aspect of life. The book covers topics such as the new ABCs of moving others, Attunement, Buoyancy and Clarity, the Pitch, the Close and the Art of Follow-up.
