Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Daniel Pink: To Sell is Human

Daniel Pink is not a salesperson, but a skilled writer who specializes in anecdote-heavy popular business books. Pink believes that, and I quote: ‘Like it or not, we’re all in sales now’.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.4
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 4: Masters of Selling

Other videos in this section include:
🎬 Dale Carnegie: How to Win Friends and Sell to Them https://youtu.be/U9FWz2yTuUY
🎬 Mary Kay Ash: The Mary Kay Way of Selling https://youtu.be/ToBd_dGXAV4
🎬 Neil Rackham: SPIN Selling https://youtu.be/EapHYaT3TGI
🎬 The Miller Heiman Strategic Selling Methodology https://youtu.be/d3eACAlFRps

In Pink’s book, ABC stands for Attunement, Buoyancy, and Clarity. These, he says, are how we move people.
Attunement is about how well you can understand and empathize with the people you are trying to persuade.
Buoyancy is your ability to bounce back from the rejection you’ll inevitably meet when selling. It’s Pink’s word for resilience. Pink draws heavily on the science of Positive Psychology.
Clarity is your ability to filter out unnecessary information, and make sense of what remains to spot patterns that will help you solve problems and influence more effectively.

Practical Steps to Move People
1. Pitch
2. Improvise
3. Serve

Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

📖 To Sell Is Human https://geni.us/L2EQmt

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you watched the video, record 2 MC CPD points

00:00 – Daniel Pink – author of ‘To Sell is Human’
00:24 – Everyone works in sales
01:15 – Daniel Pink’s ABC
01:39 – Attunement
01:49 – Buoyancy
02:14 – Clarity
02:41 – The Pitch
03:12 – Improvisation
03:44 – Serve other people
04:38 – Summing up ‘To Sell is Human’

#ManagementCourses #Sales #DanielPink


The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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