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Summary of To Sell is Human

A brief presentation on Dan Pink's Fantastic new book, "To Sell is Human"

Michael Lawyer

on 31 January 2013

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Transcript of Summary of To Sell is Human

I'm a HUGE fanboy by Dan Pink Pitching - Brevity!

Improvising - "Yes AND"

Serving - Be personal Attunement - take the other's perspective by assuming you need them more than they need you.
Buoyancy - stay appropriately optimistic by asking yourself questions.
Clarity - find the right problems to solve by asking better questions of others. It begins with the idea that those who move others aren’t manipulators but servants.
They serve first and sell later.
And the test is this:
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? Sales used to be based on
information asymmetry.

In the last few years,
everyone has gotten all
the information.

ALL THE INFORMATION We're all selling now 3 New Behaviors 3 New Characteristics What Changed? "we’re moving other people to part with resources—
whether something tangible like cash or intangible like effort or attention— so that we both get what we want." Used Car Salesmen
are a
breed To Sell is Human 24 Minutes
of Every Hour Not That Bad
Idea Worse Idea Do This
Instead Such a
idea Please just listen
to my idea 12/31/12 Early 2010 Under 5
Big Meeting
on Tuesday
the 5th at
12 EST
Details on
Full transcript