Book Review by Bob McGannon – To Sell is Human

To Sell is Human: The Surprising Truth About Moving Others by Daniel H. Pink

This book is NOT about selling products, it is about relating to and working with other people, and moving them to act. In many cases that may result in some form of sale; but in all cases moving others is the highest form of influence, and is something anyone in a leadership position can learn and expand. Dan Pink’s book is an easily readable and well researched work about what messages and approaches truly influence others.

Dan Pink first discusses the three qualities that work best when trying to move others: attunement, buoyancy and clarity. How you can relate to others, work in harmony and with positive emotions and clarify the motives of yourself and others are critical to successfully influencing others. The most effective ways to obtain clarity, Pink states, is with questions and listening and not on “selling”.

After these influence qualities are presented, To Sell in Human goes on to share what we need to do to improve our influence. His tips include making others “creative collaborators” and being more “human” – serving others and sharing experiences and capabilities for the benefit of all involved.

This book can give us a number of ways we all can examine ourselves and our approaches in how we lead others. My suggestion, sit back, read this great work carefully, and be honest with yourself about how you work with others, in contrast to the principles this book recommends.

 

Book Review by Bob McGannon.  Bob is a Founder and Director of MINDAVATION and can be contacted via WWW.MINDAVATION.COM or INFO@MINDAVATION.COM

 

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