Book Review – To Sell is Human

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

My rating: 4 of 5 stars

I usually steer well clear of out-and-out sales books, but this book is a little different (notwithstanding the title).

The author demonstrates through the use of case studies, stories and research, that we are all in fact sales people, even if some of us are in denial! We all spend time each day persuading others to part with their resources every day. The effectiveness (or otherwise) of these interactions depends on our ability to move or influence others in an ethical and engaging way.

Pink talks about the ABC of influence – Attunement, Bouyancy and clarity. Or, put another way: the ability to see another person’s point of view, persistence and resilience, and the ability to make sense of murky situations.

This book is for anyone who is interested in influence and persuasion.

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