Daniel Pink: To Sell is Human

Daniel Pink is not a salesperson, but a skilled writer who specializes in anecdote-heavy popular business books. Pink believes that, and I quote: ‘Like it or not, we’re all in sales now’.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD
Watching this video is worth 2 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling
Other videos in this section include:
Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
Mary Kay Ash: The Mary Kay Way of Selling https://youtu.be/ToBd_dGXAV4
Neil Rackham: SPIN Selling https://youtu.be/EapHYaT3TGI
The Miller Heiman Strategic Selling Methodology https://youtu.be/d3eACAlFRps
LESSON NOTES
ABC
In Pink’s book, ABC stands for Attunement, Buoyancy, and Clarity. These, he says, are how we move people.
Attunement is about how well you can understand and empathize with the people you are trying to persuade.
Buoyancy is your ability to bounce back from the rejection you’ll inevitably meet when selling. It’s Pink’s word for resilience. Pink draws heavily on the science of Positive Psychology.
Clarity is your ability to filter out unnecessary information, and make sense of what remains to spot patterns that will help you solve problems and influence more effectively.
Practical Steps to Move People
1. Pitch
2. Improvise
3. Serve
DOWNLOADS
Free Resources
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Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
To Sell Is Human https://geni.us/L2EQmt
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
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CHAPTER MARKERS
00:00 - Daniel Pink - author of ‘To Sell is Human’
00:24 - Everyone works in sales
01:15 - Daniel Pink’s ABC
01:39 - Attunement
01:49 - Buoyancy
02:14 - Clarity
02:41 - The Pitch
03:12 - Improvisation
03:44 - Serve other people
04:38 - Summing up ‘To Sell is Human’
#ManagementCourses #Sales #DanielPink