summary ofTo Sell Is HumanBook by Daniel H. Pink

first KEY POINT

The true nature of sales

Less than a year ago, in a moment of reflection that turned out to be procrastination, Daniel Pink tried to examine how he spent his working day. He turned on his laptop, looked at his well-organized calendar, and began to review what he had done in the last two weeks. He documented the meetings, journeys, meals, and conference calls and tried listing everything he’d read, watched, and all the face-to-face conversations. He stepped back to evaluate this stream of information. What stared back at him was a surprise; he was a salesman!Daniel H. Pink doesn’t sell minivans or go a round physicians’ offices marketing cholesterol drugs. Except for sleep, exercise, and hygiene, he spends a considerable part of his days trying to persuade others to spend money. Sometimes, he tries to coax people to buy books he authored, but his efforts don’t always result in a cash register ring. You most probably experience the same; just check your calendar.

What are sales? To some, it’s a job for people who don’t need to use intellect since they run on a smile and presentable appearance. To others, sales are the methods of tricky individuals doing greasy things and abandoning honesty and decency. Some people even regard it as the work of cleaning toilets — essential but impure. We’ve all gotten it wrong. Here, you'll learn about sales, and unlike any guide on this topic, Pink reveals the true essence of this profession. He dispels myths that formed over the last century and explains how the selling process changed. Maybe you’ll even become a better salesperson after getting to this summary's end !