New age idea about that age-old challenge - sales
The Daniel Pink was once a scriptwriter for Al Gore, the US presidential hopeful in 2000. He has since become a business guru; his books investigate the importance of emotion and psychology in business. Three of his books have been successive bestsellers. A Whole New Mind argued that the future belongs to those with a different kind of mind (artists, inventors, storytellers, etc.). Drive focused on what motivates us (no, its not incentives). To Sell is Human is a new age idea about that age-old challenge—sales or, put differently, about moving people to do what you want them to do.
Pink has two points to make. One, we should realise that we are all sales people, all the time, in some situation or the other. Someone who wants to persuade you to buy a pair of shoes is no different from the parent who is trying to persuade his daughter to study harder.
His second point is that selling has changed fundamentally because people have more information. To use an academic term, ‘information asymmetry’ between a seller and a buyer is much less now. A salesman could easily dress up his wares and pass them off as a great bargain because there was only so much you could know about them, as a buyer.
Buying a used car, for instance, was endless haggle to overcome this asymmetry—the suspicion of the buyer and his lack of knowledge about the car he is buying. All this has changed. Today, customers are far better informed. Pink gives real-life examples of a highly successful user-car sales company that does not bargain; instead. it gets fully on the side of the buyer to create confidence and remove suspicion.
Pink argues that using old-school techniques of selling will get you nowhere. You need to be attuned to the buyer and be clear and honest with your information. Pink ends the book with how to implement the right selling processes. This is certainly an excellent book for not only sales people but just about everybody because, everyday, we need to ‘move’ others, who are naturally characterised by inertia.
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This means access to other articles (outside the subscription period) are not included.
Articles outside the subscription period can be bought separately for a small price per article.
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This review has prompted me to
explore the author (I searched google post reading this review)
and I find
Fact Dan Pink Tedx talk is one of the 10 most watched Talk.
I have ordered the Book on Amazon kindle Bcoz To Sell is Human