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To Sell is Human by Dan Pink

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Last week I read To Sell Is Human: The Surprising Truth About Moving Others by Daniel Pink,  it really was eye opening and caused me to re-frame how I viewed my past experience.  Lease negotiation is very much sales and I never thought of it that way before, but I realize now that all those times I spoke to attorneys I was selling my companies position.  Some of the things I learned from that experience is to ask people what they want.  It will most likely surprise you.  And most importantly – shut up.  Don’t give away things – it is very easy to do – whether it is information or a product, it really makes a difference in the sales process.

Here are a few tidbits from Dan’s book on the importance of How to Be: (or the ABC)…

Attunement - the ability to bring one's actions and outlook into harmony with other people and with the context you're in.  

Buoyancy - How to stay afloat amid the ocean of rejection.  

Clarity  - The capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn't realize they had.


And What to Do:

Pitch - the purpose isn't necessarily to move others immediately to adopt your idea.

Improvise - critical for anyone who wants to move others.

Serve - Improving other's lives and, in turn, improving the world.

I really like improving other’s lives and thus the world – isn’t that a fantastic way to view our contributions in the workplace?  I think so.

Dan’s book is filled with great examples and great questions.  I highly recommend it.  Also, if you are looking for a quick read with great career advice pick up his book: The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need   It is awesome.

P.S. While searching for an image, I found this great sketch note by Jenny Trautman – check it out on Evenview.  I love sharing those awesome finds.

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