To Sell Is Human: The Surprising Truth About Moving Others

He wrote a bunch of great books.

We featured many of them in the Philosopher's Notes, but one of them is called To Sell is Human.

And he talks about the fact that you can't just have positivity.

You become flighty and untrustworthy.

So I spent the better part of two decades coaching sales, salespeople.

And what you talked about there with your five levels is, you know, and I guess sales is everything, right? Daniel Pink wrote a book called To Sell is Human, and it's part of everything we do.

But we always ask a question and get a surface answer.

And the people who struggle or fail in sales just take that surface answer as the answer, but it's never the answer, right? And so what you're talking about, the digging deeper is, tell me more about that, Eva, right? Or help me understand that.

I mean, I was selling the sales team on my marketing plan so they can go sell it to the client.

We're always selling.

You're absolutely right to sell is human.

But my new relationship with sales, it is absolutely an act of service.

I am at peace as a salesperson.

I love Daniel Pink's book, To Sell Is Human.

Yeah.

I love the fact that he talks about, hey, if you've got a wife, if you've got a girlfriend, if you've got a boyfriend, you're in sales.

...

this is the reality of it.

And he, and in his book, To Sell Is Human, it really just goes through some blocking and tackling, just the basic fundamentals of what it means to, you know, communicate and be able to be, be able to be received and accepted.

I lo- I can't, I don't remember where you first heard it, but I will always, I will always de facto default to that statement that you said Tiger Woods would say when he approached a putt, and he would say, "My grandma could make this putt."

I go, "I hate to break it to you.

If you're gonna own your own business, you're going to be selling something at some point, so you have to at least be able to sell yourself." You know, Daniel Pink, a former writer for The Washington Post, has a great book called To Sell Is Human, and I, I, I refer to that book as gospel.

To Sell Is Human, because everybody has to sell themselves at least once at one point or another in their life, and every time you want to get a job, it's, it's about selling yourself, and it's that plan.

You [laughs] there's a group of people out there that could use you, you, your services.

You have to identify them, you know, right geography, right, right opportunity.

There's a lot of great material about what would that look like.

The other really good thing to do, Dan Pink wrote about this in, um, "To Sell Is Human." He said, uh, "Go take an improv class." [chuckles] You don't have time to think.

You only have time to react.

What a beautiful expression.