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Dan Pink’s “To Sell is Human” | 5-Minute Summary


Stashed in: Business, Career, Skills to Pay the Bills, Selling!, Books!, Founders, @bakadesuyo, Never give up., Optimism, Grit, Self-Actualization, Books

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We’re all in sales, and selling isn’t just selling.

Would you consider yourself to be in sales? When asked, many people say “I can’t sell” or “I’m no salesperson”, as if sales is a dirty four-letter word. Pink says we need to consider sales in “a broader sense – persuading, influencing and convincing others“. Taken in this context, we’re all in sales, or what Pink calls “non-sales selling“.

I need to put this book on my reading list.

You won't regret it. It's a great read. After all, we are all salespeople!

I do like this "persist" point from the 7 gems post:

Persisting in the face of adversity

There’s an old saw that says “You gotta hear a helluva lot of no’s before you get a yes”. That may have been true when push-sales worked…when consumers were at the mercy of the salespeople, and without the tools and technology that now empower, inform and educate each and every individual. Nonetheless, we’ll always get some no’s. The trick is not to let those no’s or bad experiences defeat or deflate us. Pink says: “the more you explain bad events as temporary, specific and external, the more likely you are to persist even in the face of adversity“. (page 119)

Buoyancy = Grit + Optimism:

Buoyancy. The second trait of successful sellers is “buoyancy,” the combination of “a gritty spirit and a sunny outlook.” To survive repeated rejections, follow three practices. 1) Ask yourself questions beforehand (“Can I succeed?”) rather than pumping yourself up (“I am the best”); they encourage your brain to come up with answers, reasons, and intrinsic motivation. 2) Be mostly positive: it can make the buyer more positive and open to different possibilities (although a little negativity keeps you grounded). 3) Be optimistic: believe that rejections are temporary, contained, and due to external factors.

I think buoyancy is so incredibly important - in sales and in every facet of life. The ability to take a lickin' and keep on tickin' (with a positive attitude) cannot be overvalued, I think. Two of my favorite quotes that come to mind when I think about this concept:

"Genius is one percent inspiration and ninety-nine percent perspiration." - Thomas A. Edison

"Success is how high you bounce when you hit bottom." - George S. Patton

Can buoyancy be learned?

How does a person practice being resilient?

It's better to practice and be resilient than not practice and not be resilient.

When it comes to resilience, I think "no pain, no gain" really proves to be true. Going through the necessary pain but then having the support of mentors/friends/family makes a difference, I think.

If we don't master resilience before we need it, it will not be available when we need it.

So very true. That is why parents do need to let their kids fail and go through the necessary training to develop this quality.

Not getting upset when things go differently than expected is a useful skill in life.

Word, Brother! If more of us had that quality, we'd all be happier and the world would be a better place.

Both intuition and inner knowledge are things that can be improved with practice.

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