“To Sell Is Human” by Daniel Pink
This is a wonderful book, a quick read and it is researched based. It is definitely not “your Grandfather’s (or Father’s) book on selling.” It has my highest recommendation.
Daniel talks about selling as “the ability to move others.” A necessary skill in every walk of life; whether it is “moving” your kids to pick up their room, convincing your significant other an Arizona vacation is better than a Florida vacation or pitching your ideas in a meeting.
Selling in this context is not selling as most of us think about it. Daniel’s focus is not on improving your sales numbers. It is all about effective communication, the secrets of being a good listener, the secrets of selling “empathetically,” it is all about win-win strategies and why if you put the other person first you will ultimately perform better.
Some of you are in job search mode and I will guarantee reading and implementing the ideas in this book will make you a better interviewer and in many cases a better candidate. He also has a great chapter on how to move beyond the traditional “elevator” pitch. For all of you I guarantee it will improve both your personal and business relationships.