This Week’s Title: To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
Recommended By: Alan Alpert, Smart Office Founder
Favorite Quote: “Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead.” – Daniel H. Pink
Why We Love It: It’s always been a fundamental value at Smart Office – we are not just selling a product or service. We are selling solutions and partnering with our clients on their professional journey. Only after our clients succeed do we consider ourselves a success!
Book Summary: According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But, so do the other eight.
Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home. – Amazon
About the Author: Daniel H. Pink is an American author, journalist, and television host. He has written six books, including four New York Times bestsellers. He was host and co-executive producer of the 2014 National Geographic Channel social science TV series Crowd Control. – Wikipedia