Dan Pink shows that persuasion is critical to our survival in To Sell is Human. We are all in sales, even if we are not convincing someone to make a purchase. Selling is
The salesperson isn’t dead. The salesperson is alive. Because the salesperson is us.
We associate sales with being pushy, manipulative, and dishonest. Sales should be none of that. Those pejoratives are leftovers from the days when the salesman had all the information. By abusing that information gap, the salesman gained a bad reputation. But those days are over. It is no longer buyer beware—it is vendor beware. Information is everywhere. The customer knows the product. And if you do that customer wrong, she will let the whole internet know. Pushiness, manipulation, and dishonesty have no place here. Today, excellent service is the only path for sales.
The New ABCs of Selling
Moving others involves following the ABCs. But those ABCs aren’t the “Always Be Closing” phrase from the dank
The best sellers assume that the buyer has the power. So exit your own perspective by aligning yourself with others. Increase your power by reducing it. For example, we innately trust others who mimic us. Attune yourself by practicing strategic mimicry. Watch what the other person is doing. Wait once you’ve observed. Wane after you’ve mimicked a little.
What is the best personality type for sales success? It’s not extroverts. They talk too much and listen too little. Introverts are too shy to initiate and too timid to close. The best personality type is right in the middle—ambiverts. The good news is that most of us are ambiverts! Test where you are on the scale by clicking on this link.
Staying afloat in the ocean of rejection is an essential quality to move others. So remain buoyant. Buoyancy is the realization that you can’t win them all. One of the ways to stay buoyant is by preparing for the interaction. A host of self-help gurus have suggested declarative self-talk like telling yourself, “I can do this” will boost your confidence. But that bypasses your motivations. It doesn’t create ideas. In contrast, questioning self-talk provokes answers. Ask yourself, “Can I move them?” Your response will inspire thoughts and strategies. It will remind you why you’re moving them. You should write down five reasons why you can move these people. Your answers will help you be more effective and remind you of improvement strategies.
We each evaluate our performances after interacting with others. That process of evaluation is called your “explanatory style.” It is how you perceive your interactions with others. Those who learn helplessness explain bad events as permanent, pervasive, and personal. But we need to believe that rejections are temporary, contained and due to external factors. We are buoyant when we see rejections as temporary rather than permanent, specific rather than universal and external rather than personal. This is called “flexible optimism.” The more likely that you explain adverse events by answering no to the following questions, the more likely that you will persist.
- Is this permanent?
- Is this pervasive?
- Is this personal?
Rejection is not permanent, pervasive or personal. Persistence is achieved by buoyancy.
Clarity helps others freshly see their situations. To describe with clarity, Pink asks that you imagine that your future customer is a time traveler from 300 years ago. This strips us of assumptions. How would you describe buying a Big Mac to a 300-year-old? That time traveler will wonder: What is a car? A person you don’t know makes your food? There are a lot of assumptions that we use when describing things. Make it simple. So d
The best salespeople must be skilled at curating information and asking questions – uncovering possibilities, issues, and unexpected problems. You accomplish this by minimizing the options for buyers. Too many choices
Emphasize the experience of using the object instead of the material object itself. In the Wolf of Wall Street, a salesman is asked to “sell me this pen.” The winner explains what the buyer will do with the pen, inking a million-dollar deal. In contrast, the losers describe the object itself. Similarly, when selling yourself, don’t focus on past accomplishments. Instead, focus on future potential.
For busy buyers, a good strategy is to show a small negative attribute after emphasizing the positive ones at a ratio of three to one. That contrast enhances clarity.
A good seller finds problems. Reveal how to fix the challenges faced by your future customer and put them in a better position with your product. Finding a hidden problem is more persuasive than solving the articulated problem.
Clarify motives with two irrational questions:
- One a scale of one to ten, how ready are you?
- Why didn’t you pick a lower number?
This will influence people to announce reasons why they are ready.
Think of a “pitch” as the
- What do I want them to know?
- What do I want them to feel?
- What do I want them to do?
Use the answers from those questions to develop a pitch from these six new ways to pitch ideas.
- The one-word pitch: Reducing your point to a single word demands efficiency. Examples are Google “search” and MasterCard “priceless.”
- The question pitch: When the facts are on your side, the question pitch is compelling. An example is “Are you better off now than you were four years ago?” from the Ronald Reagan campaign.
- The rhyming pitch: Rhyming increases our brain’s processing. One of the best examples is “if it doesn’t fit, you must acquit” from the OJ Simpson trial.
- The subject-line pitch. The most effective subject lines promise a benefit, drive curiosity, or include ultra specificity. For example, “Four tips to improve your golf swing this afternoon.”
- The Pixar pitch. This is a way to format your pitch in story form like you would see in a Pixar movie. Every Pixar film has a similar DNA:
Once upon a time____________. Every day____________. One day____________. Because of that, ____________. Because of that,_____________. Until finally___________.
- The Twitter pitch. Keep your pitch within the 140 character limits of a tweet. For example, “1,000 songs in your pocket,” or “the world’s thinnest notebook.”
The best sellers practice improv because today’s economy is dynamic. Improv is about flow. So is sales.
A basic tenet of improv is listening for offers. Surveys show that physicians interrupt patients within 18 seconds. This leads to false diagnoses. But it isn’t just doctors. Imagine that a future customer says they love your product, but they don’t have the money in the budget. Objections are offers in disguise. Ask when that budget will be evaluated and offer a free trial until that date. This shows you’re listening. Pink describes an exercise where one person would share a personal detail, and the other had to wait 15 seconds before responding. This exercise is to provoke the idea that anything is an offer.
Using “yes and” (instead of “yes but”) agrees and adds a suggestion. It makes the buyer look good and decreases argument. This is effective because it is constructive rather than destructive.
Make your partner look good. Find a solution that
When you are tempted to upsell,
If the person you’re selling to agrees to buy, will his or her life improve?
When your interaction is over, will the world be a better place than when you began?
This is called servant selling. Those who move others aren’t manipulators, but servants. They serve first and sell later. Sellers should treat everyone like they would your grandmother.
You will read dozens of selling examples in Daniel Pink’s easy to read To Sell is Human. His writing is efficient and easy to understand. It takes a few hours to read. This book isn’t just for salespeople. I recommend it to anyone seeking to move others. Whether it is to persuade your first-grader or create a business strategy, all of us spend our days at least “sales adjacent.”
To Sell Is Human by Daniel H. Pink is interesting, thoughtful, analytical, well-written, and, most importantly, helpful.
Kumar: I’m glad that you like it. I agree with all of those adjectives.
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This sounds like a compelling read. It reveals a lot of truths about our culture and our new economy. Selling should be more than just a transaction. It is a service like any other. Focus on serving and the sales come naturally. The buying process has shifted from “buyer beware” to “seller beware.” Honesty and transparency are a better choice. Offering fewer choices is something that I have used in the past and it does make decisions easier. (Even if that means losing the sale). It’s part of the service sellers should provide. I like asking “on a scale of one to ten how ready are you to buy this widget? Then ask, why didn’t you pick a lower number? That follow up question of the lower number is surprising because it’s the opposite of a sales pitch. And it’s powerful because it really makes someone think instead of dismissing this dialogue as cringy sales-speak.
It is a compelling read. Thanks for your thoughtful comment, Maddison. The Hammer Blog is better with you in it.
Hamilton P Lindley
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Incredible book. It makes me want to read more from this author. Serving makes being a salesperson so much more appealing. I am an idealist and an artist. I want to both improve the world and provide the world with something that it did not know it was missing. Moving others means we should embrace those noble ideas. I learned that to serve, we must follow two rules. One: make it personal. Two: make it purposeful. An effective seller isn’t a huckster out for profit. That’s a horrible way to live.
This is one of those books where we didn’t need 250 pages of reading as everything you needed to know could have been said in 60 pages. Maybe even could have even been a long-form NY Times article. Overall, got a few good bits out of it, though.
This is probably one of the best books I read this year. It was practical, always had real life assignments at the end of each chapter. It is a book that you need to read over and over again.
It is an excellent book. Thanks for reading my post and appreciating the authorship.
Hamilton Philip Lindley
I love the memes! I am going to use these thoughts with my children. It’s inspiring that extroverts are not the only ones that can make good salespeople. I’ve been told that I’m so introverted that I would not make a good salesperson. But when I did the test, I was an ambivert. I didn’t even know that was an option!
The best salespeople that I have been around assumed the position of the lower power without being a pushover. They use empathy and perspective taking to serve others well. And I’ve never noticed it until now, but they subtly use mimicry too. I guess we all do that when we are using empathy to communicate.
Good! I try to make it different through visuals. It’s nice when someone notices the time that it takes to put it together. Thanks, Lucy!
Thanks for sharing this very insightful book in such an engaging way! I learned a lot from reading it. I liked the ideas of the pitches. That elevator pitch idea seems so outdated. I think that preparing for a pitch is so important. What do I want them to know? What do I want them to feel? And what do I want them to do?
On a personal note, I found this book to be both refreshing and humorous. Refreshing because Pink gave me a way to think about and express what I have been seeing and talking about for a long time now. Specifically, that sell is a four-letter-word. More and more people are turned off by traditional sales (even the so-called “consultative selling” is now seen as manipulative.) And I found the book humorous because I found that I was laughing at myself. Pink introduces us to Norman Hall. Hall is shadowed as he goes through his usual (and traditional in many ways) sales job in San Francisco. Hall is the very last Fuller Brush Salesman. Why that made me laugh is because I am old enough that I brush my hair almost every morning with a Fuller Brush that my mother gave to me one Christmas when I was a young teenager. I have been using it ever since. I remember the Fuller Brush man (and yes, they were all men as far as I know) ringing our doorbell and bringing new products into the house for my parents to purchase. By the way, what product do you still use that was purchased more than 50 years ago?
I continue to like Pink’s style and content, and I suspect that I’ll read more of his books in the future. But at least for general readers like me, I hope to rediscover the simplicity and focus that so captivated me in “Drive,” rather than the vast and semi-directionless musings that I encountered in “To Sell is Human.”
I’m am glad you like it Aimee!
These ideas are great. I like the point that we are all in sales now. Because no matter what job we have, at least a portion of it requires us to move people. Thanks for your work. These are my main takeaways.
Experience: frame things in experiential terms, instead of item terms.
Label: assign the buyer a positive label that your product will confirm.
Blemished: for busy or distracted buyers, offer a small negative bit of info after the positive to highlight the positive attributes.
Potential: emphasize the potential of the product, not the achievements.
Final step: give people a specific request followed by a clear path of action (an off-ramp).
There are many volumes written about sales. There are myriad training courses on sales and how to be efficient, effective and top of the heap at the game of sales. This book is not like any of the ones I have read prior to this nor is Pink espousing any of the usual hype about overcoming objections, how to close and/or how to manipulate folks into buying your product or services.
Instead, Pink is proposing something that I have been struggling with for the past five years and suggesting to anyone who would listen: traditional sales isn’t any longer anyone’s job. It’s everyone’s job because sales have fundamentally changed. Pink states that “Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled.” He further states that sales have changed more in the past 10 years than it had in the previous 100 years.
Good points, Melissa!
Hamilton P Lindley
This book sounds like it applies to non-salespeople more than salespeople. It’s great when a book can impart transferable information. Thanks for sharing, Hamilton! I think it’s wonderful that the purpose of a pitch isn’t to move others immediately to adopt your idea. Instead, that purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.
It really does, Callie. You should definitely read more of it.
This was a really nice post. Finding the time and actual effort to produce a great article… but what can I say… I put things off a whole lot and never manage to get anything done.
Then don’t do that anymore, Mike! You read this blog. You’re reading about improvement. Now go do the next right thing.
This is a very well written article. I’ll make sure to bookmark it and come back to read more of your useful posts. Thanks for it. I will certainly come back.
I hope that you will, Dan. Welcome to the Hammer Blog!
I really like what you are saying and the way in which you say it. You make it enjoyable and you still take care of to keep it wise. I can not wait to read much more from you. This is a tremendous website.
I am glad that you recognize that, Fred. It’s commenters like you that make this worth it.
Hey. I really like what you’ve done with these book reviews. They are fun and engaging.
Glad that you have gotten something from them.
Hamilton P Lindley
Nice blog here! What host are you using? Can you send me a link? I wish my site loaded up as fast as yours. lol.
I can send you an email, Benjamin. Thanks for the comment.
Hamilton Philip Lindley
I am eager to read your next post! It is a pleasant read.
Good. I am busy writing it.
Please let me know if you’re looking for an author for your blog. You have some really great posts and I think that I would be a good asset. If you ever want to take some of the load off, I’d really like to write some material for your blog in exchange for a link back to mine. Please shoot me an email if interested. Many thanks!
I will drop you an email, Augusta. Thanks for inquiring about it. That’s not something that I’ve considered at this point. So I need to learn more about it. Welcome to the Hammer Blog!
Serving others has always been the way to sell.
When you’re right, you’re right.
Hamilton P Lindley
Great read on how to move others.
Thanks, Luis. Welcome to the Hammer Blog.
This was hilarious! Thanks for posting in a fun way.
I came across this book in a group reading project. We are all in sales and regularly read all sorts of books, from self-improvement to habit training, to sales. This is by far the worst book we have picked up.
The author makes many good points throughout the book that can be useful to “move others”, or sell. But with each good point, he compromises his knowledge of selling by trying to obliterate tried and true practices.
Good salespeople solve problems. And as mentioned in the book, great salespeople can find problems people didn’t know they had. If he could have stuck to that idea, and built on it, tying in ethically sound, traditional sales, it would have come across better. At this point, I’m glad the book is finished so we can move on to something that has a greater impact.
Glad that you appreciated it. Welcome to the Hammer Blog!
This is just what I needed. Thank you.
I am glad that it is, Chuck. Welcome to the Hammer Blog.
Thanks for breaking this book down into such concise categories. It sounds like it’s full of effective and useful tools for salespeople. There are certain aspects of sales that feel intuitive because I constantly interact with salespeople, so some of the methods are familiar. But even the familiar ones aren’t necessarily something I would independently have realized — for example using the phrase “yes and” is a great approach to opening potential in a conversation.
I am glad that it made an impact, Liz. Welcome to the Hammer Blog!
I have an incredibly uncanny feeling that I came upon exactly what I needed.
Good! I’m glad that you liked it.
Hamilton P Lindley
this article is great.
Good! I hope that it impacted you in a meaningful way, Jamison.
I am sharing this with my colleagues. Very insightful and fun!
I am glad that you are sharing it! Welcome to the Hammer Blog!
great points, you just received a new reader.
This is a good point Christie. I liked reading about Selling is Human
Good. Welcome to the Hammer Blog, Christie!
Hamilton P Lindley
Great article. Sharing
Jud: Please do. This was meant to share! Welcome to the Hammer Blog!
Hamilton Philip Lindley
Thanks for your marvelous posting! I genuinely enjoyed reading it, you are a great author. I encourage continue your great writing, have a
You too, Rob! Welcome to the Hammer Blog!
You made some really good points there. I looked on the net to learn more about the issue and yours was the best.
Glad that you read it and judged it as the best, Bill. Welcome to the Hammer Blog!
Hamilton Philip Lindley
I love what you’re doing here. I just bookmarked your website in my google bookmarks for the future.
Judi: Good! Welcome to the Hammer Blog! Keep posting complimentary comments. They make my day!
Hello, I am Kevin. Thanks for your great blog. It has helped me remember important stuff.
Hey Kevin. Glad that it has impacted you in a positive way.
Welcome to the Hammer Blog!
An impressive post! I forwarded this onto a friend who just became a salesman. And he actually bought me dinner simply because I stumbled upon it for him…lol. So allow me to reword this…. Thank YOU for the meal!!
But yeah, thanks for spending the time to discuss how selling is human on your website.
LOL. That is a great story, Ed. I hope it was a juicy steak. Welcome to the Hammer Blog! Keep on commenting.
Do you mind if I quote a few of your posts as long as I provide credit and sources back to your weblog? My blog is in the exact same area of interest as yours and my visitors would really benefit from some of the jinformation you provide here. Please let me know if this
alright with you. Many thanks!
Go for it. But please send me the link so that I can check it out. Welcome to the Hammer Blog!
Hamilton P Lindley
I’ve learned a lot from your posts. Thanks Hamilton.
I’m appreciative of your kind post. Welcome to the Hammer Blog!
I look forward to looking over your web page repeatedly. Your posts are great at making complicated concepts simple.
That’s what I aim to do, Isaac. Please keep commenting. You are welcome at the Hammer Blog!
Interesting perspective on selling. The “yes and” idea is a good one. I also like the idea of asking why isn’t your number lower because it is the opposite of what most salesmen do.
Tommy: Thanks for this comment. Welcome to the Hammer Blog!
I simply couldn’t leave your web site before telling you that I enjoyed the use of memes to describe the topics in these book summaries. It is really different from the boring summations that I read in Cliffs Notes!
Thanks for this marvelous post! I enjoyed reading it. Dan Pink offers interesting insight into better selling that should make things more fulfilling for both the buyer and the seller.
Good comment Greg!
Agree 3000. Welcome to the Hammer Blog!
Dan Pink boils down what it really means to move others. If we all do this, our society will be in a better place. Salesmen that serve are rare. But they are memorable. That’s who I would go back to. Thanks for your insights on this book, Hamilton.
You’re welcome, Gary. Welcome to the Hammer Blog!
I am glad to be one of the visitors on this great website. Thanks for posting.
And I am glad that you are one of the commenters! Welcome to the Hammer Blog!
You’ve ended my four day long hunt! God Bless you man. Have a great day. Bye
How long have you been blogging for? You make it look easy. The overall look of your website is great, let alone the content!
Write more, that’s all I have to say.
You made blogging look easy. The content is outstanding.
Would you consider a guest post from me?
Great call Carol. I love this to Sell Is Human book review.
Thanks for your insightful post, Hamilton.
Very good post. I absolutely love this website. Keep it up!
I like it Clarissa!
Wonderful article! This is the type of information that is meant to be shared across the internet. Thank you =)
Thank you for your post. Thomas and I are saving for our new ebook on this theme. Your thoughts really clarified all our questions. Thanks.
I have joined your rss feed and look forward to more of your fantastic posts.
Great points Heather!
Hi there very nice website! Man … Excellent … Amazing
I thought this post was good.
KEEP UP THE GREAT WORK, HAMILTON.
Great website you have here…
This is good advice that I will be using on Momday iny auto shop.
just wanted to give you a quick heads up to let you know that a few of the images aren’t loading right.
Excellent post. I’ve been looking on an article about this topic for a very long time.
This is spectacular! You certainly know how to keep a reader entertained. Between your wit and your videos, I was almost moved to start my own blog.
Great site! Loads fast! Good job!
fantastic piece of writing concerning selling.
Helpful article to obtain information on a topic for my professional selling class at college.
Thanks for showing me what a blog should like!
Thanks for selling me on how to sell!
You actually make it seem so easy, but I find this matter to be something that I think I will never understand!
It’s an awesome article.
Thanks for great information. I was looking for this information for my job.
Your article is very well written and I like the layout a lot.
great summary of this important book, Hamilton!!
Just what I was looking for! Thanks for posting.
Thanks for the summary. Now I know what I’m reading this Summer.
Nice post. I learned something totally new and challenging on your website, Hamilton. It’s always interesting to read through your articles.
Hello, Hamilton! This is our first visit to your blog! We are a collection of volunteers and starting a new initiative in our community in the same niche. Your blog provided us beneficial information to work on. You have done an extraordinary job!
I was wondering if you could write a little more on this topic? I’d be very grateful if you could elaborate a little bit further.
This is a great book. It’s helped me make my selling more natural. I recommend it highly to anyone that wants to move people.
This was a great find. Thanks for sharing with the world. You’ve made this book sound awesome. I really think that I can improve my numbers by implementing these ideas right now.
This is expert advice on selling. I’ve been doing a lot of these things already. But not all of them. I think that I need to check out this book soon to increase my sales. I feel so pumped about blowing through my quota this quarter. Thanks, bud.
I am really impressed with your writing skills. Would you consider a guest post in the same business niche? I have a few writing ideas that I would like to pitch to you. They wouldn’t be book reviews, but they would be more general business advice. I think you’ve got the book reviews covered.
I read this article three times and I’m still not sure why selling is human. It’s so hard for me. I just don’t think that I can do it. I’m so timid in social settings that I don’t know what to say. And I hate talking to people. I’m afraid that I will mess up. How can someone like me persuade anybody? I don’t think that I can…
This was very informative. I appreciate you finding the time and effort to put this book summary together. What I thought was interesting is that we are all in sales now. That is so true. We all have to persuade somebody. You write in a way that is witty and memorable. I spend a lot of time reading and leaving comments. But it is still worth it!
Thanks for posting this great summary, Hamilton. I am going to use the “on a scale of one to ten” idea. I really like that it turns things around by asking “why isn’t it lower?” That really makes me think. And it should cause other people to do the same.
I love learning how to be more persuasive. Thanks for this summary. It’s very helpful to understand how to move others whether you are in sales or not. I’m going to check to see if my library has a copy of it ASAP.
We are all in sales now. It’s interesting to read how to sell. I’ve read before that “selling is helping.” It’s not getting them to buy something that they don’t want.
I like the helpful information that you provide for your article. It’s great to have video, memes and good writing all in one place. I’ve learned a lot from you and hope to learn more in the future. Thanks!
Howdy! There’s a lot of people that I think would really enjoy your content in my group. Please let me know if it’s not okay to share your blog with them. It will help a lot of people. Please let me know. Thanks!
Christian: I hope that you do. This is meant to educate. Welcome to the Hammer Blog!
Hamilton P Lindley
Selling is intimidating, Hamilton Lindley. But you have made it sound noble. Thanks for shining a light on something that I didn’t previously understand. This was good. Really good.
I liked reading about selling, Hamilton Lindley. This is not something that I thought was taught. I thought instead that you were just born with it (or not). I didn’t know it was a learned skill. This gives me hope that I can learn it still.
Thanks you, Hamilton Lindley, for making this article. You have instructed me in a very wise way. I must buy this book on selling. I think that I could learn a lot from it. You are right that selling is about helping. I think that I could become a business leader by implementing these ideas that you have written about today.
Let’s go sell something together, Hamilton Lindley! This was a great read about the most critical part of any business — it’s sales! If it wasn’t for us, there would be no growth to the company. We are often looked down upon. But people also need us to follow through. Let’s build something great.
This reminds me of why I love selling! Thanks, Hamilton Lindley, for making this fun. I feel refreshed and ready to help people by selling. Go get them!
Hamilton Lindley, you have done yeoman’s work here. I’ve read this book before and you hit the highlights strong. It reminded me of some parts that I had forgotten all about. Keep on doing this. It’s very helpful to other business owners.
I liked reading this. It opened my eyes to a world that I didn’t know existed, Hamilton Lindley. This was a solid piece of writing about a book that looks like a great read. Keep on blogging, brother.
I am going to have all my salesman read this book at the dealership. It’s important to realize that selling isn’t supposed to be pushy. This article was inspiring, Hamilton Lindley. You’ve done this in a compelling thoughtful way that is very fun to read.
Selling is just moving others to do something that is good for them. All of the great businesses were based on moving others. And the best salesmen are the ones that don’t try too hard. I would hate to be in a profession that just tried to push unwanted goods on someone else, Hamilton Lindley. That’s why it’s important to think of yourself as a helper instead of a salesperson.
Book summaries are the last thing I wanted to read. But this was done in such a fun way that it’s really engaging. You are creating something special here, Hamilton Lindley. This is a great way to develop leaders of tomorrow.
It’s fun to read something like this article about selling. I didn’t think of myself as a salesman. But it’s true, Hamilton Lindley, that we all must move others. Even if it’s just at home. We have to persuade by helping. This was helpful.
I’ve dreaded selling. But this article and the book that it’s based upon cuts down that dread to nothing. Hamilton Lindley, you are doing a great job at educating us. Please write more.
In all my years of selling, I’ve never seen a better representation of this fine profession. We aren’t trying to sell ice to Eskimos. That’s a terrible expression. We are trying to help people by selling something that we really believe in. Thanks for making this post, Hamilton Lindley. You are doing good work that is really helping people.
I didn’t realize that selling was helping, as described here. I’ve always thought of it as pushing something on someone else that they didn’t really want. And that’s no way to live. It’s true that the best salespeople don’t sell like that at all. They see a customer’s problem and try to come up with a solution. That’s how to do it. Thanks for bringing these ideas to my attention, Hamilton Lindley.
Learning about selling is never something that I wanted to do. But that’s where I got my first job and I’ve learned to get better at it. Hamilton Lindley, you have done a solid job in making this subject understandable and interesting. Thanks for being a great blogger.
It is good to read about a subject like this in such a solid format, Hamilton Lindley. It seems like all too often, the articles are written in either such a bland way that they are terribly boring or in such a way that they are terribly cheesy. This was written in just the right tone.
Thanks for the cool ideas Hamilton Lindley. I think this was really well done and looks like a lot of other people agree!
You can educate with engaging prose Hamilton Lindley. I liked it a lot. Write more man!
This was the best way to get the money from sales. Selling is helping. Thanks for that wonderful stuff, Hamilton Lindley.
This was a cool article Hamilton Lindley. I was entertained and educated. Can’t ask for much more than that.
Thanks for this cool insight, Hamilton Lindley. I thought it was really cool and persuasive.
Thanks for the article on selling, Hamilton Lindley. I have to check out this book!
This is a clear, insightful post that was designed to be persuasive, Hamilton Lindley. I am pumped to start moving people!
Hamilton Lindley, Thanks for getting this information together. It’s a helpful synopsis of the book To Sell is Human
I liked this post, Hamilton Lindley. When I read this book I didn’t get as much out of it as I did reading your summary. That was awesome.
These are great sales strategies, Hamilton Lindley. I am going to use them this weekend at the open house
Selling is human for me now, Hamilton Lindley. Thanks for your wonderful post.
This is a great article Hamilton Lindley. I thought that non sales selling wasn’t a thing until I saw your post. I’m going to check out this book soon.
I needed to learn more about selling before I started my job on Monday. This was very helpful in helping me learn about my new career Hamilton Lindley. Thanks for getting it done. I’m going to be better at sales because of it.
I’ve often wondered whether there was a better way to sell. It’s clear that there was! Thanks Hamilton Lindley!
this was a lot of relevant information all in one place. Thanks Hamilton Lindley for all that great information about selling.
It looks like your post touched a lot of people, Hamilton Lindley. I thought it was fun to read and memorable. It’s strong work.
there is so much good in this post, Hamilton Lindley. I really liked the part about “yes and” because it keeps the conversation so positive. Really great article.
This is a good article filled with lots of smart advice. I will use it immediately in my personal and professional life. Thanks Hamilton Lindley.
I enjoy all of the hard work on this site. I’ve learned a lot from it as others have said on here!
What you composed was actually very logical. But, what about this? What if you were to write a awesome post title? I ain’t saying your information is not good, however suppose you added something that makes people want more? I mean To Sell is Human Book Review – Hamilton Lindley is kinda plain. You ought to look at Yahoo’s front page and watch how they create news titles to grab viewers to click.
Hamilton Lindley, this was just what I was looking for. I can see why it is so popular on the internet for Selling is Human.
There are a lot of things to sink in from this book, Hamilton Lindley. It looks like I need to check out the book itself. Your review was awesome. But more depth is better for me personally.
Now I get the hype about Dan Pink. Great book. And you described it in such a memorable way, Hamilton Lindley.
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how to keep a reader amused. Between your wit and your videos, I was almost moved to
start my own blog (well, almost…HaHa!) Fantastic job.
I really loved what you had to say, and more than that, how you presented it.
This was so good. I learned sooo much that I will take and apply to my job and home. Hamilton Lindley, you are working hard at this and it shows.
I picked up a lot from this Hamilton Lindley. There are a couple of books that I would like for you to summarize for me. Is that something you can do?
You are proving excellent content on your page, Hamilton Lindley. Thanks for the hard work you are doing on this beautiful website.
Thanks Hamilton Lindley for this strong article about selling is human. I think that you have explained this situation really well.
This post taught me a lot that I was doing wrong, Hamilton Lindley. I am going to start using the tips from Selling is Human immediately!
This was a good one, Hamilton Lindley. Learned lots of stuff through your prose, memes and video for Selling is Human.
This was a great read Hamilton Lindley. Thanks for working hard to make this educational for so many readers.
Fun read Hamilton Lindley. Do you have any suggestions on what to read for a young Manager?
Thanks for teaching me about Selling is Human, Hamilton Lindley. This was an enjoyable experience.
Some genuinely terrific work by Hamilton Lindley the owner of this website, utterly great subject matter.
Hey Hamilton Lindley, great work on this article about Selling is Human. What is your favorite part of the book? Why didn’t you give it fewer hammers?
Yes this blog post is so good. I have learned lot of things about how to sell. Thanks, Hamilton Lindley!
My brother suggested I might like this website. He was once entirely right. This put up actually made my day. You can not believe simply how much time I had spent for this information about selling. Thanks!
I needed to thank you for this fantastic read!! I enjoyed every bit of it, Hamilton Lindley! I’ve got you book-marked to look at new stuff you post.
Hi! This post couldn’t be written any better! Reading through this post reminds me of my good old room mate! He always kept talking about this. I will forward this write-up to him. Pretty sure he will have a good read. Many thanks for writing, Hamilton Lindley!
Thanks for your hard work putting this article together, Hamilton Lindley. It looks like it has helped a lot of people to learn why To Sell is Human!
Now I know why selling is human. Thanks Hamilton Lindley. I learned a lot from this.
Excellent post about Selling is Human. I’ve read this book a long time ago, but I had forgotten a lot about it. Hamilton Lindley, thanks for making this accessible and easy to read. I check your blog regularly and I am impressed! Extremely helpful information, especially the hammers at the end. Thanks and good luck.
This was a great article, Hamilton Lindley. I really liked all of it. Your use of memes and the video really brought it home for me. Awesome job. I want to read more.
Have you tried using Selling is Human yet? Has it worked for you, Hamilton Lindley?
Hi Hamilton Lindley! Great blog! Would you be interested in trading links or maybe guest writing a blog post or vice-versa? My website goes over a lot of the same subjects as yours and I think we could greatly benefit from each other. If you happen to be interested feel free to send me an e-mail. I look forward to hearing from you! Excellent blog by the way!
Fantastic points altogether Hamilton Lindley. You just received a loyal new reader. What do you recommend reading next about selling?
Selling is Human and this website is too. You’ve communicated these ideas in every way imaginable. I think that this is going to be a great blog that I can learn lots from. Please keep on reading and telling us about it!
Now I know why there is hype around Dan Pink. This looks like an insightful book. I am going to have to read it now.
This article moved me just like you wrote it! To Sell is Human looks like a great book for me to read. I am going to buy it by the end of the week.
Thanks for writing this nice piece about selling is human. I think that I can use this information right away. You’ve written it in a way that is memorable. Thanks, Hamilton.
Thanks for teaching me that to sell is human by this book summary. It makes me interested in learning more about Dan Pink’s books. And I liked the way that you explained this subject matter, Hamilton Lindley.
Thanks for putting this all together for us. I learned a lot about Selling is Human.
Great information and engaging read about the To Sell is Human book.
I am not sure where, to begin with, how wrong this book is. It is obvious that the author has never sold anything. I have actually taken people’s hard earned money for 25 years so please let me explain why the author is way off base!
This was a good unpacking of the major themes from this book. It explains how to naturally persuade others.
To Sell is Human appears to be a remarkable book. This was presented in a great way.
Welcome to the Hammer Blog, Wilson. I am glad that you enjoyed it!
This was a compelling read. I could tell that you had fun writing this article about To Sell is Human.
Dear Fred: Thanks for that. Welcome to the Hammer Blog!
Now I understand the hype about this book, To Sell is Human. I’m going to buy it soon.
You should. You’ll go back to it. Welcome to the Hammer Blog, Sam. I hope to see more.
Most readers will profit from the book, To Sell is Human. Pink writes engagingly. And he fills pages with compelling stories. Highly recommend.
Edith: I’m glad that you think so too. I look forward to your future contributions on the Hammer Blog!
I learned that salespeople who are neither too introverted nor extraverted are the most successful. And I like Dan Pink’s idea to use interrogative self-talk to conquer nerves before a presentation.
That interrogative self-talk was a really good insight for me too. Ethan, welcome to the Hammer Blog!
When it’s done right, selling is a worthy and noble calling. To Sell Is Human is engaging. It does not matter if you have any sales experience.
Yes. Just what the books says. Thanks, Evie. Welcome to the Hammer Blog!
To Sell is Human taught me that selling is something we all do in our work and personal lives. It also taught me that it must be done right. Selling is talking someone into something that leaves them BETTER off. It’s not selling ice to Eskimos.
Selling is helping! RIGHT! Welcome to the Hammer Blog, James.
It is interesting that Pink’s mantra is that selling is not limited to call centers, vacuum salesmen, or car lots. It’s something we all do every day. When I try to get my children to to bed, I am “moving” them in the way that I persuade someone to purchase a Ford Explorer.
It’s everyday talk, Nigel. Welcome to the Hammer Blog!
This book easily ranks among the most interesting and informative ones I’ve ever read.
Good to hear. I’m glad it made that impact. One of my favorites too. Welcome to the Hammer Blog!
I learned to make sense in murky situations. Pink defines this as problem finding, then problem solving. Teams that win frequently make recommendations about potential project problems that the client hadn’t even considered.
Allison: Great insights there. Welcome to the Hammer Blog!
I borrowed this book from my local library, but I am seriously considering adding it to my bookshelf. I can see myself referencing the studies and the exercises over and over again.
Yes! Buy it. You’ll use the exercises at the back of the chapters as guideposts. Welcome to the Hammer Blog, Taylor. I hope to read more of your comments here.
A light bulb lit up, too, reading about the ambivert advantage. I most closely identify as an introvert, but if you saw me in public, you’d wonder at that – I seem too friendly to be a loner.
That was an interesting exercise. I thought for sure that I was going to be an introvert. But I scored as an ambivert too. I’ve learned how to be more extroverted over the years.
Welcome to the Hammer Blog!
Hamilton Philip Lindley
I’ve often heard that mild mimicry is flattering, but the attunement exercise on finding uncommon commonalities flipped a switch for me.
Good to read what made the biggest impact on you. Great feedback, Jose. Welcome to the Hammer Blog!
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights.
I haven’t read those other two books. But I need to. Welcome to the Hammer Blog!
I clicked the “Notify me when new comments are added” checkbox and now each time a comment is added I get three emails with the same comment. Is there any way you can remove me from that service? Thanks a lot!
I have no idea off the top of my head. But I will look into it. Thanks for letting me know!
Whats up are you using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and set up my own. Do you need any coding knowledge to make your own blog?
Any help would be greatly appreciated!
Jeremiah: Yes. I use WordPress. It’s a great platform. I highly recommend it.
Hamilton P Lindley
Buoyancy refers to the ability to remain unaffected by defeat, but realistic about expectations. Pink stresses the importance of refraining from too much optimism or negativity. Instead, walking a line of confident inquiry.
That’s a great description of buoyancy from this book, Laura. Welcome to the Hammer Blog! I’m excited to read future insights that you may have on my blog.
The more power someone has the less that he will listen to the perspective of others. This is dangerous. And it will not move people. Pink shows one example of a leader who compensates for that. Jeff Bezos, CEO of Amazon, leaves an empty chair at all his board meetings to remind everyone of the very important, although absent, person in the room – their customer.
I liked that part of the book. Having a demonstrative exhibit like that in a meeting is a good reminder of what is important. I look forward to future comments from you, Virginia. Welcome to the Hammer Blog!
The yes and part is genius!
It’s a simple idea that can have such a big impact. Laura, welcome to the Hammer Blog!
In the United States, one in nine Americans, or around 15 million people, work in sales according to the U.S. Census Bureau. That number accounts for about ten percent of the total workforce. The numbers are similar internationally. Whether in Canada, Australia, Europe, India, or Japan, the average amount of workers in sales hovers around ten percent. But in To Sell is Human, Dan Pink argues that we are all in sales now.
Good synopsis, Mike. Welcome to the Hammer Blog! I hope to see more of your comments on the other posts too. It’s great to get feedback.
I thoroughly enjoyed this book and I do recommend it for anyone that wants to improve relationships and awareness.
I am so glad to read that you agree. Thanks for reading and commenting, Jonathan. Welcome to the Hammer Blog!
Whether you are an actual salesperson or whether you just trying to get your 3-year-old to get dressed in the morning, you are selling, and Pink proposes that to sell is human…and I agree.
Equally as effective in both situations. Cheryl, welcome to the Hammer Blog!
While the book is about selling, for me, I took away knowledge on empathy, listening more and being more aware of others in any situation, not just selling.
Empathy is everything. Excellent point, Nigel. Welcome to the Hammer Blog!
For those tempted to turn away, Pink’s examples of companies that didn’t remain current, like Encyclopedia Britannica (remember them?), are a wakeup call and really drive his point home.
Yes. This is an important book that has a lot of transferable knowledge to any walk of life. Welcome to the Hammer Blog, Andrew!
Glad that you think so, Adriana. Welcome to the Hammer Blog!
Forty percent of our time at work is spent engaging in non-sales selling, Pink discovered through a survey he commissioned, titled “What Do You Do at Work?” that tapped nearly 10,000 respondents.
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Hey, great review of a great book. To sell is human is a great way to learn how to relate to people.