Review Of Daniel H. Pink's To Sell Is Human

“That’s because selling in all its dimensions – whether pushing Buicks on a car lot or pitching ideas in a meeting – has changed more in the last ten years than it did over the previous hundred” (Pink 2). In To Sell is Human by Daniel H. Pink he talks about the aspects of selling that have changed more within the last decade than they have in the past century. Three important points that I got from this book were that everybody is a salesperson, selling techniques have changed significantly over the years, and what to do to be able to sell better. The federal government workforce is outnumbered by the American sales workforce by 5 to 1. This just talks about sales that we are doing with actual products and services. It

The traditional ABC of sales was “Always Be Closing”. That has since changed to “Attunement, Buoyancy, and Clarity”. Attunement in selling is the capacity of putting yourself in your client’s mindset and understanding their perspective. This means being able to level with them and understand when they don’t need the product or service. This also ties into the next part of the updated ABCs of sales. Buoyancy is being able to keep your head afloat in a crowd of rejection waiting for that one person to say yes. When you are trying to sell products or services to people you need to be prepared for rejection and be able to move on to the next potential client without getting upset about not being able to sell to the previous person. Clarity is about helping others see their situations from a fresh perspective and identify problems that they didn’t know they had. Salespeople are natural problem solvers; they are problem solvers for people you didn’t even know that they had a problem. They help you to look deeper into your situation and help you identify problems that you had and then almost like it was destined to happen they give you the solution that you need for that exact

The three steps given were pitching the idea, improvising and being prepared for anything, and serving the customers and clients. The pitch’s success depends on both the seller and the potential client. You present one of your greatest pitches ever but if the client comes into the meeting close-minded about the potential product or service or how you are going about your pitch, they will decide that it is no longer worth their time and be thinking about other things that they have to do. The pitch is not about getting an immediate yes from your potential client, it is more about drawing them in with something compelling that makes them want to open the conversation and get them to start considering the advantages and disadvantages of the product or service. Once the conversation has been started it leads to the next part of what to do, which is to improvise. When you are improvising the first thing that you should do is hear offers, this means you may have to change the way that you listen to hear what they are offering. This then goes into the “yes and” part of improvising. While talking to a potential client you are listening to what they have to say and their objections. When they object to something you should reply by giving solutions that fix the issue. Another thing that was interesting in the improvise part of what to do was when they said that if you argue with the potential client