A ground-breaking new business book from the New York Times number-one best seller. We're all in sales now. Each day millions of people earn their keep by convincing someone else to make a purchase. They sell planes to airlines, oil shares to sheiks, cars to drivers. They sell consulting agreements, magazine subscriptions, and time-shares, double glazing, broadband, fitted kitchens, car insurance, life insurance, pet insurance! Some work in fancy offices with glorious views, others in dreary cubicles, but most look exactly like you. In fact, each and every one of us spends time trying to persuade others to part with resources - money, time, attention - though most of the time we don't realise we're doing it.
Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn or putting the cat out. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter, and in Match.com profiles.
In this new book from the best-selling author of Drive, Dan Pink explores the ways in which we can all improve our sales skills in every area of our lives and identifies the three personal qualities and four essential skills necessary to move people. Relying on science rather than platitudes and analysis instead of exhortation, Dan builds on his own sales experience and on the profiles of some of the world's best salespeople - and makes us look again at our own sales skills.
©2012 Daniel Pink (P)2013 Canongate Books Ltd
It may just be me, but it appears that everything is a New York Times bestseller these days. Most should not be.
Dans book has a few helpful insights, and some of the research is interesting. However, it is in no way groundbreaking, and failed to impress me.
I found the writing to be average, and the material to be only one step up from a series of blog posts.
Basically, I was disappointed. It has been a long time since I have read a book that really blew my mind. And I read four to five of these type books every month.
"To persuade, divine"
It may only be February but this is probably the best business book of 2013. If your work involves selling ideas to or moving others, and as explained here most job now do, this books offers ways to get much better at persuasion.
If you liked Drive or A Whole New Mind you will enjoy this audiobook too. It's better as an audiobook because it's read by Daniel Pink himself, an engaging an entertaining speaker, and you get all the added emphasis and meaning he intended. The Fuller Brush mans interaction with Beth is an amusing interlude really brought to life in the audiobook. Daniel Pink puts forward the new ABC of selling everything from product to ideas to motivation. The ideas of Attunement, Buoyancy and Clarity are then explained with a sound evidence base and links to the latest research for each. The research is brought to life with practical examples in the real world away from the lab.
For me the most useful part of this book is the 'Sample Case' or activities given to practice and increase effectiveness in each of the 3 key behaviours. Which is where I will end my review because I'm off to sharpen my improvisation skills.
"At first sounds like a pep talk for sales people"
At first the book sounded like a pep talk for sales people trying to convince us all we are all in sales even if we are not.But I gave the book 30 minutes and it transformed into an enlightened and entertaining eye opener. Glad I took the opportunity to listen in it's entirety. His insights and real world examples really give the prospective business person or entrepreneur some useful advice and tips.Great book enjoyed it,thanks.
"Great read for those who think 'sales' is a dirty"
Structured, insightful and clear.
Breaking selling down into 3 simple rules.
A great read and a brilliant Sales 101 for non-sales people. Well worth a read/listen!!
"An interesting take on sales"
This book is not just for sales people.... except it is because according to the author we are all in sales now (that might make more sense after you have read it).
The book is full of really interesting facts, tips and references to studies done that could have been boring to read, but which were interpreted with wit and enthusiasm.
The only negative I would say is that it could have been better read by a proper narrator... I have heard Dan Pinks ted talks and never found his voice annoying, but in the course of the book it does occasionally go a bit "elmo-ish", but maybe that's by british ears!
"writers aren't speakers"
No. It needs a professional reader as the writer has unusual pacing, emphasis and phrasing.
Not this audio book.
Get a professional speaker.
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