To Sell Is Human — Daniel H. Pink

Summary in 15 minutes. Even without a shop, we sell something every day. And the rules of selling have changed. The old mantra was Always Be Closing: seal the deal by any means. Pink's new ABCs are Attunement, Buoyancy and Clarity. Once you know how to be, three skills for what to do: make your case in few words, adapt when plans fall apart, and genuinely make someone's life better. You've finished reading. Now spend a week practicing the new ABCs, plus small exercises in pitching, improvising and serving.

Key ideas of "To Sell Is Human: The Surprising Truth About Moving Others"

We're All in Sales Now

Even without a shop, we sell something every day. And the rules of selling have changed.

1. You Sell Too: Why this book, and who wrote it
2. Old Peddlers, New Markets: Why selling became everyone's job
3. From Buyer Beware to Seller Beware: Now everyone has the information

How to Be: The New ABCs

The old mantra was Always Be Closing: seal the deal by any means. Pink's new ABCs are Attunement, Buoyancy and Clarity.

1. Attunement: Reduce your power, increase your influence
2. The Ambivert Advantage: Who makes the best salesperson
3. Buoyancy: Before, during and after
4. Clarity: Not answers, but the right questions

What to Do: Pitch, Improvise, Serve

Once you know how to be, three skills for what to do: make your case in few words, adapt when plans fall apart, and genuinely make someone's life better.

1. Pitch: Six successors to the elevator pitch
2. Improvise: Keep the conversation going when plans fall apart
3. Serve: Not upselling, but upserving

Take Action

You've finished reading. Now spend a week practicing the new ABCs, plus small exercises in pitching, improvising and serving.

1. 7-Day Action Plan: One task a day. Tick it off when done.
2. One-Page Cheat Sheet: The whole book at a glance. Save it.
3. Final Word: Selling Is Human: Moving others, for their good

From the free first chapter

Daniel H. Pink was once chief speechwriter for US Vice President Al Gore. Later he wrote books on work, motivation and human behavior, such as Drive and A Whole New Mind. In this book, published in 2012, he takes on a profession most people quietly look down on: sales.

Pink's claim is simple but startling. Salespeople aren't just the folks in showrooms and shops. A teacher persuades a student to pay attention. A doctor convinces a patient to take their medicine on schedule. You talk your boss into a new proposal. Pink calls this non-sales selling: moving and persuading others with no money changing hands.

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