We have said it many times. The world’s second oldest profession has changed more in the last fifteen years than it has through all of time. Dan Pink’s latest book, To Sell Is Human: The Surprising Truth About Moving Others, covers this evolution and if you love selling as much as we do, you will love this book.
First of all Pink is not a salesperson, so you don’t get the typical rah-rah, salesmanship that you would naturally expect to find in a sales book written by a sales person. Pink is a business and management author that has extensively studied motivation and psychology so he has some degree of objectivity.
Some key points in the book:
- We Are All in Sales – this has never been more true that it is now. while 1 in 9 people in the workforce are involved in traditional sales, the other 8 in 9 are engaged in non-sales selling and influencing others which consumes a significant percentage of work time.
- Caveat Venditor – buyers have access to so much information and choice that honesty, fairness and transparency now rules sales over old school sales tricks and manipulations.
- New Science of Selling – Pink proposes a new model for success in sales which involves creating meaningful connections and providing service.
- The Value of Purpose – Pink shows how people don’t have to sell out to out sell.
If you sell or manage sales, or want to know more about the most important profession in the world, get this book.
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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