To Sell is Human (Booknotes)

Posted by jennybhatt under Sales
From http://freeagenteconomics.com 4113 days ago
Made Hot by: JimmyJams on January 21, 2013 4:13 am

A review of Daniel Pink's latest book called "To Sell is Human: The Surprising Truth About Motivating Others" based on a recent meeting with him at a local book reading event. Whether we like it or not, we're ALL in sales. But, the old ways of selling do not work anymore.

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Comments

Written by lyceum
4106 days ago

Another reflection. My statement is that we should learn more about the exchange between sellers and buyers, and value the trader principle. You need two parties in order to have a deal.

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Written by jennybhatt
4106 days ago

Absolutely agree. So, the book is all about how to improve the exchange between sellers and buyers by paying attention to various details and steps in the process and developing key skills needed. I think you'll really enjoy it.

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Written by lyceum
4106 days ago

Jenny: Thanks for your clear explanation and distinction of the different disciplines. I need to become better in the art of selling! ;) I look forward to learn from you and others.

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Written by jennybhatt
4106 days ago

Oh, no worries. I'm a lifelong learner myself. Just sharing how Dan Pink discusses these concepts in his book. :)

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Written by lyceum
4107 days ago

The best selling is through referral marketing according to my view as a certified networker. I am a former purchaser, so I am a bit "allergic" to pushy sales people! ;)

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Written by jennybhatt
4107 days ago

Lyceum - Thanks for the comments.

I am not a fan of pushy selling either. In fact, this book is all about the end of the era of pushy selling - the entire first section describes why and how this has changed. In particular, Pink's point is that almost every interaction is about "selling" in one way or another - ideas and concepts, if not actual products/services. In that sense, my blog post is about selling readers on the idea that this is a book they will want to read. Your response is about selling readers on the idea that referral marketing is a superior approach. :) See where I'm going with this?

Re. referral marketing, while I am definitely a big fan of this approach too, I see a distinction. Referral marketing is about generating qualified, high-quality leads through existing clients, centers of influence, various networks, etc. And, while it generally results in sales, selling itself is a different discipline altogether. More on this separately. This particular book isn't about marketing per se but about how selling has and needs to evolve - and the personal skills and qualities required.

Thanks again.

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Written by HeatherStone
4107 days ago

Hi Jenny,

I can definitely see how the concept of selling oneself is important, especially to a free agent, no matter what your area of expertise. Perhaps most people who are employed full time don't regularly think of how their skills represent a product, even to their employer...until, of course, it's time to get a new job.

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Written by jennybhatt
4107 days ago

Heather - thanks for the comments. Yes, this book is very much about the "non-sales" selling that we all do in our day-to-day interactions, whether we're explicitly selling a product/service or just trying to convince others of our ideas. As Pink points out, even in full-time employment, only 1 out of 9 people is engaged in explicit selling but the remaining 8 are also doing "non-sales" selling. When I worked in the corporate sector in both my selling and non-selling roles, I found the skills that Pink talks about - attunement, buoyancy, clarity - to be very valuable and wish I'd read this book during some of my difficult moments then.

Thanks again.

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