“To Sell is Human” (Dan Pink)

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:

  1. The subtitle of this book mentions, “moving others.” Is that all sales really is?
  2. The term, “we’re all in sales” is not a new term. Tell us how this book is different from everything else out there.
  3. Talk to us about the new ABCs of selling…
  4. You say that, in a way, there are no natural-born salespeople.
  5. You say SELLING has changed more in the last 10 years than it did in the previous 100 years…
  6. You talk about going from “problem solving” to “problem finding…”
  7. A mutual client of ours told me I had to ask about “Information Asymmetry.”
  8. 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?
  9. Why do strong extroverts NOT make for good salespeople?
  10. 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?
  11. Talk to us about mirroring and mimicry.
  12. What is an ambivert, and why is it important to understand?
  13. You say that when it comes to buoyancy, we should all be more like “Bob the Builder.”
  14. Before we can sell our product/service, we’ve got to sell ourselves. How can we be more effective at selling ourselves?
  15. You say, “Clarity on how to think without clarity on how to act can leave people unmoved.”

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