The Meaning of "To Sell is Human", Dan Pink, 5X NY Time NY Times Best Selling Author
Summary:
This is a re-release of episode 46 with the guest who inspired the podcast, author, Dan Pink. I started this because of Dan and after a cold email, a few back and forths, he agreed to talk to me.
Daniel H. Pink is the author of seven books, including the forthcoming The Power of Regret: How Looking Backward Moves Us Forward. His other books include the New York Times bestsellers When and A Whole New Mind — as well as the #1 New York Times bestsellers Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 42 languages, and have sold millions of copies around the world. This conversation is a seminal moment in the history of this podcast and Dan's book To Sell is Human was one of the main inspirations for starting this podcast.
This epsidoe will teach you about the new ABC's of sales - Attunement, Buyancy, Clarity. It will teach you subtle things to do to understand someone's perspective. This episode is for the people who've never thought of themselves in sales and the seasoned saleperson alike. Dan brings so much wisdom around why selling skills are truly human skills.
Key Moments:
Takeaways
- Sales is not just about closing deals, but about being human and connecting with others.
- Soft skills, such as empathy and curiosity, are essential in sales and are harder to obtain than hard skills.
- Sales professionals should focus on understanding and addressing the real issues of their clients, rather than selling them something they don't need.
- Being a decent human being and focusing on service rather than transactions is the best long-term strategy in sales.
- Regret can influence buying decisions, but it is important to focus on the big regrets in life, such as maintaining close connections and doing the right thing.
- The future of sales lies in being a problem solver, anticipating problems, and providing value beyond access to information.
- Sales professionals should strive to be moral and trustworthy, as this is more enduring and leads to long-term success.
- Dan Pink is known for wearing shorts year-round and owning a large collection of college t-shirts. Timing plays a crucial role in productivity and decision-making.
- Traditional reward systems may not always lead to optimal performance.
- Autonomy is essential for fostering creativity and engagement.
- Aligning work with a meaningful purpose can lead to greater fulfillment and success.
Chapters
01:26 -Dan Pink's background and inspiration for writing 'To Sell as Human'
07:00 - The importance of creativity in sales and personal development
08:25 - The concept of 'useful delusions' and its application in sales
09:53 - The value of soft skills in sales, why they're really human skillsand their importance in the future
14:10 - The connection between sales and morality
17:12 - The impact of regret on buying decisions and sales
28:33 - Unlocking sales skills in non-salespeople and developing a more human approach in sales professionals
37:27 - The connection between sales and empathy and the difference with attunement
45:00 - The future of sales and the importance of being a decent human being
46:56 - A fun question about something unique to Dan Pink
49:42 - How to learn more about Dan Pink's work
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