I always says that if I pick up at least one principle or bit of information that I can apply to my business, the book was worth the time and money. This book had many of them. Well worth it!
Dan Pink's narration is extraordinary (listen to a sample), making it well worth the price of owning both versions. He does offer many useful references that are difficult to catch and bookmark.
In the section about improvisation, Pink mentions that people are constantly making offers—and that even a rejection usually includes an offer. An attuned listener may notice that people seldom say only "no"—and the rest of their rejection (not now, not that, etc.) can be an open door to better seeing the customer's perspective and meeting their needs.
This is not a "rah-rah" sales book meant to get your fired up to try harder. Instead, it offers fresh ideas backed up by science. If you want to understand how sales works and are prepared to rethink what you do, this book may be for you. But some of these ideas may fly in the face of what you think you know about sales, so approach with an open mind. In particular, To Sell is Human may feel insulting to listeners who have a lot invested in the "always be closing" school of thought and way of life.
Dan Pink is a master curator, and this book is a marvelous exhibit of the best that behavioral science has to offer on the subject of sales. But while he works hard to make complex ideas accessible, Pink is a bit cerebral. This book feels tailored to the TED Talks crowd. That may be a turn-off for some who just want to know what to do and don't want all the stats and theory behind it. Pink lays out six main ideas: attunement, buoyancy, and clarity (the new ABCs of sales); and pitching, improvisation, and service (crucial sales skills).
I've seen some very negative reviews on this book which ha surprised. Me. The book is great! What people don't realize is you don't need more sales techniques, selling isn't what you say, it's about who you are (that's the super simple explanation). If you are in sales or are thinking of doing your own thing get this. Knowledge and info abounds.
This book was extremely easy to listen to. I learned many new ways of how it to sell and things that I need to work on to become a better salesman both personally and professionally. I love the fact that Daniel Pink sites other authors and gives them credit for ideas he has learned from them..