To Sell Is Human
by Daniel H. Pink
Pink's argument that everyone now persuades for a living and the new ABCs are attunement, buoyancy and clarity, with practical chapters on pitching (six kinds), improvising and serving. It is research-based, free of sales sleaze, and useful for people who never thought of themselves as selling.
Read it if…
you influence people for a living and are uncomfortable with 'selling'.
Skip it if…
you are a seasoned salesperson; the material is introductory.
Three things you will actually use
- Attune: take their perspective before pushing yours.
- Buoyancy: interrogative self-talk, 'can I?', beats affirmations.
- Clarity: find the right problem, not just the answer.
Do this first
Write a one-word pitch and a question pitch for your current project and test both.
Our verdict
Humane and practical; selling without sleaze.
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