Insights from ‘To Sell Is Human’ by Daniel Pink

Question 1

According to Daniel Pink, what are we doing whenever we persuade someone to take action?

Answer 1

We are engaging in a form of selling.

Question 2

True or False: Selling skills are essential only in traditional sales jobs.

Answer 2

False

Question 3

What is the concept of ‘attunement’ in sales?

Answer 3

Attunement is adjusting one’s thinking to align with the perspective of the person being persuaded.

Question 4

Fill in the blank: To improve attunement, we should approach with a ______ perception of our own power.

Answer 4

lower

Question 5

What study found that people feeling powerful were less likely to consider others’ perspectives?

Answer 5

A 2006 Northwestern University study.

Question 6

How does Daniel Pink suggest we start persuasive encounters?

Answer 6

By assuming a position of lower power to better see the other side’s perspective.

Question 7

Define ‘clarity’ in the context of sales, according to Daniel Pink.

Answer 7

Clarity involves helping others understand their motives by comparing their current state with a potential state of readiness.

Question 8

What question can help clarify a problem, according to Pink?

Answer 8

‘Compared to what?’

Question 9

True or False: Selling should always aim to improve both the buyer’s life and the world.

Answer 9

True

Question 10

Fill in the blank: Daniel Pink advises that we spark a desire for action by focusing on ______ motives for action.

Answer 10

personal, positive, and intrinsic

Question 11

What two essential questions should a salesperson answer before making a sale?

Answer 11

1. Will the buyer’s life improve if they agree? 2. Will the world be better after the interaction?

Question 12

Provide an example of attunement in daily life.

Answer 12

Convincing a friend to share a social media post by understanding why it matters to them.

Question 13

Why should a salesperson use comparisons when clarifying motives?

Answer 13

Comparisons help reveal the potential benefits of taking action, enhancing motivation.

Question 14

How does lowering perceived power help in persuasion?

Answer 14

It allows us to see the other person’s perspective more clearly and increases our influence.

Question 15

Explain how the ‘readiness scale’ can motivate action.

Answer 15

By asking someone why they didn’t pick a lower number on a scale, we highlight their internal motivation for action.