To Sell Is Human: The Surprising Truth About Moving Others by Daniel Pink

The book “To Sell is Human: The Surprising Truth About Moving Others” by Daniel Pink is a deep dive into the world of sales and how it has evolved to be far more than simply selling products. In the book, he argues that “selling” is no longer just a transactional activity, but it’s a fundamental part of human interaction. He eliminates the traditional view of sales and asserts that we’re all “in sales” and that it’s essential to understand how most of our relationships rely on the ability to influence and persuade others.

Through scientific studies, real-world examples, and compelling stories, Pink points out that in the modern economy, success requires more than just the product knowledge behind a sale. The changing landscape means that success relies on the ability to move others to positive change. To do this, those in sales must understand a new set of skills and develop a new approach.

The book opens with a look at how traditional selling has shifted and how it’s slowly becoming outdated. Pink illuminates the importance of non-sales selling and shows that even if someone is not professionally in sales, they are still in sales of some kind. Everyone has to persuade and influence others at some point in their lives. Whether you’re a parent trying to motivate your child, a manager seeking funding for a project, or a customer trying to improve customer service, you’re in sales.

Pink then goes on to explain the changing face of sales by emphasizing the power of data, social networks, and customer reviews. He reveals that traditional solutions to sales problems are no longer enough and there must be a greater focus on relationship building. He explains how relationships are rooted in understanding customer needs and wants, communicating information effectively, and building trust.

Pink also breaks down the power of non-sales selling into its core components – observation, persuasion, and empathy. He examines the importance of understanding people’s perspectives, taking the time to comprehend customer needs, and how to tap into customer emotions. This book provides a roadmap for building relationships with customers, embracing change, and developing the skills necessary for success in the modern sales industry.

Overall, “To Sell is Human: The Surprising Truth About Moving Others” is an in-depth exploration of the evolving sales landscape and how it relates to human relationships. The book provides invaluable insight into the power of non-sales selling and equips readers with the tools needed to succeed in today’s customer relationships. It is a must-read for anyone looking to better understand sales and develop the skills needed to achieve success.