{"id":785,"date":"2019-08-31T19:31:16","date_gmt":"2019-08-31T19:31:16","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=785"},"modified":"2019-08-31T19:31:26","modified_gmt":"2019-08-31T19:31:26","slug":"to-sell-is-human-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/08\/31\/to-sell-is-human-book-summary\/","title":{"rendered":"To Sell is Human (Book Summary)"},"content":{"rendered":"
\n

To Sell is Human: The Surprising Truth About Motivating Others by Daniel Pink<\/a><\/p>\n\n\n\n

Introduction<\/strong><\/h3>\n\n\n\n
  • What matters today is problem finding<\/li><\/ul>\n\n\n\n

    Chapter 1: We\u2019re All in Sales Now<\/strong><\/h3>\n\n\n\n

    Chapter 2: Entrepreneurship, Elasticity, and Ed-Med<\/strong><\/h3>\n\n\n\n
    • Pixar pitch [story framework]
      • Once upon a time and every day\u2026<\/li><\/ul>
        • Until one day\u2026<\/li><\/ul>
          • And because of that\u2026<\/li><\/ul>
            • Until finally\u2026<\/li><\/ul>
              • [And after that]<\/li><\/ul>
                • [And the moral of the story is\u2026]<\/li><\/ul><\/li>
                • What people actually do inside of tiny\noperations is often fundamentally different from what they do within massive\nones. In particular, large organization tend to rely on specialization.<\/li>
                • [There is a] distinction between \u201cproducts people\nbuy\u201d and \u201cproducts people are sold.\u201d<\/li>
                • To sell well is to convince someone else to part\nwith resources \u2013 not to deprive that person, but to leave him better off in the\nend.<\/li>
                • \u201cTo move people a large distance and for the\nlong term, we have to create the conditions where they can move themselves.\u201d \u2013 Larry\nFerlazzo<\/li><\/ul>\n\n\n\n

                  Chapter 3: From Caveat Emptor to Caveat Venditor<\/strong><\/h3>\n\n\n\n
                  • When buyers can know more than sellers, sellers\nare no longer protectors and purveyors of information. They-re the curators and\nclarifiers of it \u2013 helping to make sense o the blizzard of facts, data, and\noptions.<\/li>
                  • Seek to hire sellers with persistence and empathy\nsince these traits are not (easily) trainable<\/li><\/ul>\n\n\n\n

                    Chapter 4: Attunement<\/strong><\/h3>\n\n\n\n
                    • The ability to move people now depends on power\u2019s\ninverse: understanding another person\u2019s perspective, getting inside his head,\nand seeing the world through his eyes.<\/li>
                    • Successful negotiators recommend mimicry.\nHowever, they say it is very important that you mimic subtly enough that the\nother person does not notice what you are doing.<\/li>
                    • Mimicry has a first cousin: touching. Several studies\nhave shown that when restaurant servers touch patrons lightly on the arm or\nshoulder, diners leave larger tips.<\/li>
                    • \u201cThe most common thread in people who are very\ngood at [moving others] is humility.\u201d \u2013 Gwen Martin<\/li>
                    • The correlation between extraversion and\nsales is essentially non-existent. (n=3,806)<\/em><\/li>
                    • The most destructive behavior of salespeople wasn\u2019t\nbeing ill-informed. It was an excess of assertiveness and zeal that led to contacting\ncustomers too frequently.<\/li>
                    • Finding similarities can help you attune\nyourself to others and help them attune themselves to you.<\/li><\/ul>\n\n\n\n

                      Chapter 5: Buoyancy<\/strong><\/h3>\n\n\n\n
                      • Anyone who sells \u2013 whether they\u2019re trying to\nconvince customers to make a purchase or colleagues to make a change \u2013 must content\nwith wave after wave of rebuffs, refusals, and repudiations.<\/li>
                      • The effects of positivity during a sales encounter\ninfect the buyer, making him less adversarial, more open to possibility, and\nperhaps willing to reach an agreement in which both parties benefit.<\/em><\/li>
                      • Inserting a mild profanity like \u201cdamn\u201d into a\nspeech increases the persuasiveness of the speech and listeners\u2019 perception of\nthe speaker\u2019s intensity.<\/li>
                      • Agents who scored in the optimistic half of\nexplanatory style sold 37% more insurance than agents scoring in the pessimistic\nhalf.<\/li>
                      • Optimism is a catalyst that can stir\npersistence, steady us during challenges, and stroke the confidence that we can\ninfluence our surroundings.<\/li><\/ul>\n\n\n\n

                        Chapter 6: Clarify<\/strong><\/h3>\n\n\n\n
                        • Clarity on how to think without clarity on how\nto act can leave people unmoved. <\/li>
                        • In the old days, our challenge was accessing\ninformation. These days, our challenge is creating it. <\/li><\/ul>\n\n\n\n

                          Chapter 7: Pitch<\/strong><\/h3>\n\n\n\n
                          • In the most successful pitches, the picture\ndidn’t push her idea on the catcher until she extracted a yes. Instead, she\ninvited in her counterpart as a collaborator. <\/li>
                          • The purpose of a pitch isn’t necessarily to\nmove others immediately to adopt your idea. The purpose is to offer something\nso compelling that it begins a conversation, brings the other person in as a\nparticipant, and eventually arrives at an outcome that appeals to both of you. <\/em><\/li>
                          • Questions outperform statements in persuading\nothers. <\/em><\/li>
                          • Your email subject line should be either\nobviously useful or mysteriously intriguing though usefulness will often trump intrigue.<\/em><\/li><\/ul>\n\n\n\n

                            Chapter 8: Improvise<\/strong><\/h3>\n\n\n\n
                            • On improvisation: \u201cYes and\u2026\u201d spirals upward toward\npossibility.<\/li>
                            • \u201cNature hath given man one tongue but two\nears, that we may hear from others twice as much as we speak.\u201d \u2013 Epictetus.<\/em><\/li>
                            • One of the simpler ways to reduce your ratio\nof talking to listening is simply to slow down.<\/em><\/li><\/ul>\n\n\n\n

                              Chapter 9: Serve<\/strong><\/h3>\n\n\n\n
                              • Brett Bohl, who runs Scrubadoo.co, which sells\nmedical scrubs, sends a handwritten note to every single customer who bus one\nof his products.<\/li>
                              • Upserving means doing more for the other\nperson than he expects or you initially intended, taking the extra steps that\ntransform a mundane interaction into a memorable experience. <\/em><\/li>
                              • The wisest and most ethical way to move others\nis to proceed with humility and gratitude. <\/li>
                              • Treat everyone as you treat your grandmother,\nbut assume that grandma has 80,000 Twitter followers. <\/em><\/li><\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"

                                To Sell is Human: The Surprising Truth About Motivating Others by Daniel Pink Introduction What matters today is problem finding Chapter 1: We\u2019re All in Sales Now Chapter 2: Entrepreneurship, Elasticity, and Ed-Med Pixar pitch [story framework] Once upon a time and every day\u2026 Until one day\u2026 And because of that\u2026 Until finally\u2026 [And after […]<\/p>\n","protected":false},"author":1,"featured_media":786,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-785","post","type-post","status-publish","format-standard","has-post-thumbnail","category-uncategorized","entry"],"aioseo_notices":[],"aioseo_head":"\n\t\t\n\t\n\t\n\t\n\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t