Dan Pink is the author of five best selling books. And I've read them all. I love his writing and he always has much to say which in turn provides much for me to think about. This is by far, my favorite of all his books; a MUST read for everyone, regardless of your profession. The sooner we all realize that we are all in sales of some sort or another, the better off we'll all be.
His latest is To Sell is Human: The Surprising Truth About Moving Others. It offers a fresh look at the art and science of sales. Using a mix of social science, survey research, and rich stories, the book shows that white-collar workers now spend an enormous portion of their time persuading, influencing, and moving others. Then it reveals the 3 personal qualities and 3 specific skills necessary for doing it better.
The bottom line premise of this book is that We're All in Sales Now! As the world continues to evolve, everyone is spending about 40% of their time at work engaged in non-sales selling - persuading, influencing,and convincing others in ways that don't involve someone making a purchase. Success in this area is critical to success at work and in life.
But salesmanship is changing. The information age that we live in has changed sales. No longer do we look to sales people to provide the answers to our questions and problems. We are informed consumers looking to buy rather than being sold. A subtle, but important distinction. From caveat emptor - let the buyer beware to caveat venditor - let the seller beware. Subtle, but important distinctions.
Watch for more lessons from this great book to come. And please, chime in. I'd love to know what YOU think about it!