• Lars Christensen

To Sell is Human by Daniel H. Pink ~ 2 minute read


Finished October 2020. How much I recommend this book 9/10


Most of us are in sales. We might not sell automobiles or go door to door selling brushes; we sell our ideas for new projects or maybe a new marketing campaign at work. If you are looking for ways to sell your ideas around the workplace better—Daniels Pinks "To sell is human" is the book for you.


"According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. But dig deeper, and a startling truth emerges: so do the other eight."—buy this book on here.

My thoughts and notes:

  • Get a little personal with the people around you. When on a Zoom call, ask, "Where are you located?" " Are you originally from there?" This will make people lose up a bit before addressing the meeting topic.

  • Self-talk is important. Interesting enough—asking yourself the question, "Can I succeed?" is more efficient than "I will succeed."

  • Embrace the tough times. We have all been in an office with the posters of eagles and wolves and teamwork quotes. If you really want to be inspired, frame the rejection letters or the articles you wrote that never got published. These at the moment, failures did not break you but helped build you to who you are now.

  • What is the worst-case scenario, and how will you solve it? Use Tim Ferriss's 4-hour workweek book. What if I lose my job, the house burns down, the car breaks down.

  • If selling a car, don't talk about the size of the engine or the leather seats. Talk about how you can haul the camper as you travel with your girlfriend snuggled up next to you on your next adventure.

  • Ask your kid, "on a scale from 1 to 10, how ready are you to study? Question 2. Why didn't you pick a lower number?—This will take the conversation from a yes/no answer and make your kid think more about their readiness than defending themself.

  • How to produce good questions: Write down every question you can think of without judgment. Don't edit. Categorize between close and opened ended. Choose your three most important questions, and edit them to be ultra-clear.

  • A sign that says, "Washing your hands prevents patience catching diseases." is better than "Washing your hands prevents you from catching diseases." Think about making your pitch about a good cause vs. this will benefit you.

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