175 of 192 people found the following review helpful
This review is from: To Sell Is Human: The Surprising Truth About Moving Others (Hardcover)
Dan Pink has a knack for providing provocative books about the changing world of work, and in this case, changing the way we look at the art and science of sales. Pink breaks it all down superbly in this new masterpiece.
Since Amazon doesn't have the Table of Contents, here's a look at what's inside:
A. REBIRTH OF A SALESMAN
1. We're All in Sales Now - Some 1 in 9 workers still earn a living in traditional sales. The other 8 in 9 are engaged in "non-sales selling." We devote upward of 40 percent of our time on the job to moving others.
2. Entrepreneurship, Elasticity, and Ed-Med - Elasticity in job roles ensures a lot of non-sales selling. The fastest growing industries are educational services and health care (ie. Ed-Med.) Jobs in these areas are all about moving people.
3. From Caveat Emptor to Caveat Venditor - We've moved from a world of caveat emptor (buyer beware) to one of caveat venditor (seller beware)-- where honesty, fairness, and transparency are often the only viable path.
B. HOW TO BE
4. Attunement - Bringing oneself into harmony with individuals, groups, and context. Illustrates the three rules of attunement and why extraverts rarely make the best salespeople.
5. Buoyancy - Learn from life insurance salespeople and the world's premier social scientists what to do before, during, and after your sales encounters.
6. Clarity - The capacity to make sense of murky situations. One of the most effective ways of moving others is to uncover challenges they may not know they have.
C. WHAT TO DO
7. Pitch - The six successors of the elevator pitch and how and when to deploy them.
8. Improvise - Understanding the rules of improv theater deepens your persuasive power.
9. Serve - Essential principles for meaning in sales: Make it personal and purposeful.
Again, Pink serves up a great new book for business readers and I strongly recommend it. Another new one in this genre that I really liked was Leadership 2.0