To Sell is Human – Born as a human, you must know how to sell. This book is written by a famous writer, Daniel H. Pink. He presents interesting ideas about selling.
Daniel H. Pink discovered that no matter what job you do, how old you are, or what your goals are in life, “selling” is the key to getting what you want. Common questions: Do people motivate more? Does paying commissions reduce sales? How can a good talker not be a good salesperson? Why does leaving one empty chair in a conference room make it easier to close a sale? These are questions you’ve never thought to ask, and you’re about to get answers you never thought you’d get.
To Sell Is Human is an INTERNATIONAL BESTSELLER written by Daniel H. Pink, a New York Times bestselling author, former National Geographic Co-Producer and Chief Speechwriter for U.S. Vice President Al Gore. Daniel will draw you into the world of sales, enabling you to become a successful influencer and achieve anything you want.
“A good salesperson is like a skater, gliding down the street and smiling at people along the way.”
Many people are trying to become salespeople based on principles passed down from generation to generation. Sales that is full of persuasion, whether it is selling to potential customers or selling to existing customers, in reality, selling is a process that requires a little bit of intelligence. It is a land full of tricks and deception through the use of clever words. It is a job for people who are as agile as if they were living their lives on skates and smiling at people around them. So if you are a salesperson, ask yourself, are you that skater?
“Sales is a key part of the global labor market, and the demand for salespeople is increasing all the time.”
When we delve deeper into the Bureau of Labor Statistics’ employment statistics report, we find that 1 in 9 American workers work in sales. Every day, more than 15 million people make money trying to convince others to buy goods and services. They are real estate brokers, industrial sales representatives, and securities dealers. They sell airplanes to airlines, trains to city governments, and cars to potential drivers at tens of thousands of dealerships across the country. Furthermore, the Bureau of Labor Statistics projects that the U.S. will add nearly 2 million sales jobs by 2020.
“Why are more and more people becoming salespeople?”
Today’s business models are much more diverse than ever before, whether it’s a sole proprietor with 10 employees or a small business owner distributing products and services to more locations. This sales process is giving new importance to all aspects of selling. As revenue increases, so do customers. This is why the number of salespeople is increasing all the time.
“When you think of selling, what’s the first word that comes to mind?”
Daniel began researching what people thought about sales. To find the answers he needed, he turned to an effective method: a survey. The most common answer was money, and the words most often used in sales were sales pitch, marketing, and persuasion. Our brains think about sales by trying to capture the general perspectives we’ve experienced as salespeople and customers. Many times, sales make many of us feel a little uncomfortable or disgusted, partly because we believe that sales is about redundancy and division. Ask yourself, what’s the first word that comes to mind when it comes to sales? Don’t fool yourself.
“Foresight and effective adaptation are the keys to motivating others today.”
Observation is the core of the first essential skill to motivate others today. We must learn to adapt our methods appropriately, which is the ability to make our actions and perspectives resonate with others or the context in which we are. Think of it like turning the dial on a radio. You can move up and down the frequency bands as the situation demands, selecting what is being sent to the other side. Even if the signal is not immediately clear, as you try to turn and focus on the channels, they will become clearer so that you can hear them and they can clearly receive your message.
“Clarity is the ability to help others see their own situation, making them aware of the problems they are likely to encounter.”
Intruding into their personal life, such as asking, “Do you have enough money for retirement?” Imagine that your answer might be a quiet, embarrassed “Uh, probably not.” Most people are not adequately prepared for retirement. If you intrude on them with such questions, it will create a sense of fear and alarm. What you should do is use questions that make them see themselves in the future, aware of the problems they may encounter in the near or distant future. If they understand what you are saying, they will start to be swayed by your persuasion.
“Equality in one word”
Many companies are competing to be the sole entity in the minds of the global public. Their goal and their selling objective is to establish the unique identity they need most to associate their brand with people all over the world, or in other words, one word consistency – when someone thinks of you, they say that word, when someone says that word, they think of you.
“Question Period”
Questions need the right timing, and that timing is called the question stage. A question-based pitch encourages people to think of their own reasons for agreeing or disagreeing, and when people choose a reason to believe, they will more strongly support that belief and be more likely to act on it. You can then convince them to share your belief.
Conclusion
Now you see the selling process in a new light. Selling is more urgent, important, and beautiful than you might think. The ability to motivate others to exchange what they have for what we have is vital to our survival and our desires. It has helped our species evolve, raising our standards of living, and improving the quality of our daily lives, because selling is fundamentally human.
The purpose of sales is not deception, but a subtle strategy that takes the form of flattery, and if that flattery doesn’t close the deal, it’s because the customer can tell it’s not sincere.
“No matter what job we do, how old we are, or what our goals are in life, “selling” is the key to getting what we want.”
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