Daniel Pink: To Sell is Human

To Sell Is Human: The Surprising Truth About Moving Others – 978-1594631900 – Riverhead Books – paperback – $16 – ebook versions available at lower prices.

Daniel Pink is a terrific writer and in addition, he is extremely cogent in his thinking and presentation of ideas. The result is that his writing is very persuasive. I have long thought that selling is something that most of us do in one form or another on many occasions. Selling in that day to day sense, is about persuasion. Some of us are better at it than others, but it’s part of the fabric of human relationships. So I was very excited to discover this book and having read it, am now a big fan of Daniel Pink’s thinking on this subject.

Pink spent a lot of time and energy studying how the new American labor force works. In To Sell is Human he shows clearly that in today’s connected world, with selling defined as *moving* or *persuading* others – customers or colleagues, those you work for and those who work for you – all of us are ultimately involved in a form of selling.

As Pink himself puts it: “Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.”

Pink brings this home by drawing on social science but his insights are what makes this book special. The old rules of selling don’t apply anymore, and he tells us what we need to do in order to be successful in the modern world of collaboration and constant change.

Pink presents six successors to the elevator pitch, three rules for understanding others, five frames that can help us be more persuasive then ever, and more. This books is both visionary and practical, and really may change the way you think and therefore how you act in both work and personal social situations.

Dan Pink is a prolific author and motivational speaker. Dan’s first book, Free Agent Nation: The Future of Working for Yourself, was a Washington Post bestseller. He also wrote The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need (the first American business book done in manga form). A Whole New Mind: Why Right-Brainers Will Rule the Future and another excellent book, Drive: The Surprising Truth About What Motivates Us. In total, this is a very impressive body of work. And as you can readily imagine, he is a great conversationalist and therefore we had a terrifically interesting conversation.  A visit to his website is highly recommended.

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Lee Kravitz: Unfinished Business

978-1596916753 – Bloomsbury – Hardcover – $25.00 (also available as e-book in various formats $9.99)

Well admittedly I might have liked Unfinished Business because I am roughly the same age as the author, have been through similar experiences in the same era, and like Lee Kravitz, have to confess to being something of a workaholic.  Like him, when I look back on my past, I worry about some of the people I used to be friends with I no longer see, and doubtless, like him, have some “unfinished business” in my life that I’d be better off dealing with.

Today there must be literally thousands, hundreds of thousands of people who share many of Lee Kravitz’s experience of losing his job and having a crisis of identity, of being, and who like he did, feel a desperate need to reintegrate their lives, and their singular sense of self.  Not everyone will have the opportunity to take the journey that he did, a full year of exploration and reconnecting with family, friends, teachers, people who literally made him who he is today.

I don’t think you have to literally share Lee’s direct experience, or feel as fragmented as lost as he did then to gain deeply from reading his book and sharing his journey.  Lee spent many years as a journalist and editor, and writing seems to come easily to him.  Many of his experiences are brilliantly described, and his honesty and clarity go a long way to making this book work for readers.  This book can be transformative for many people who feel that modern life has separated them from those they once felt closest to, perhaps inspiring them to close their own circles and remake their own lives.  Enough people have responded that way for the author to create a website “My Unfinished Business” on just that subject.  I suspect that if you like this book, or even our conversation about it, his site is well worth a visit.

I very much enjoyed talked to Lee about his book and some of the stories about his family, friends and others whose stories he told in Unfinished Business. He’s as good a storyteller talking as he is writing.

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