Daniel H. Pink: “To Sell is Human: The Surprising Truth About Moving Others”
• #1 New York Times Bestseller with millions of copies sold
• Dan worked as aide to Secretary of Labor Robert Reich, and from 1995 to 1997 he was Chief Speechwriter for Vice President Al Gore
• He says that the ABCs of selling have evolved from “Always be Closing” to what can be summed up as, “Attunement, Buoyancy, and Clarity”
Here’s what Steve asked Dan:
- The subtitle of this book mentions, “moving others.” Is that all sales really is?
- The term, “we’re all in sales” is not a new term. Tell us how this book is different from everything else out there.
- Talk to us about the new ABCs of selling…
- You say that, in a way, there are no natural-born salespeople.
- You say SELLING has changed more in the last 10 years than it did in the previous 100 years…
- You talk about going from “problem solving” to “problem finding…”
- A mutual client of ours told me I had to ask about “Information Asymmetry.”
- According to a Gallup Poll on customer expectations, the way to turn prospects into advocates is via: Accuracy, Availability, Partnership & Advice/Learning. Advice/Learning carries the most weight – how does this correlate to your findings?
- Why do strong extroverts NOT make for good salespeople?
- I sold luxury cars from 1995 – 2006. The Internet became mainstream during my time in sales and it was thought that the Internet would replace salespeople. Instead, tell our viewers what really happened?
- Talk to us about mirroring and mimicry.
- What is an ambivert, and why is it important to understand?
- You say that when it comes to buoyancy, we should all be more like “Bob the Builder.”
- Before we can sell our product/service, we’ve got to sell ourselves. How can we be more effective at selling ourselves?
- You say, “Clarity on how to think without clarity on how to act can leave people unmoved.”