So, now we are officially behind on books, films, movies etc but will do my upmost to catch up for my own benefit and my own sanity.
This is definitely an indicator of when things are going my way and when things are otherwise difficult.
This one is ‘To Sell is Human’ by Daniel H.Pink. I revisited this book though in preparation for the master class I’m providing in consultations in May and I wanted to go back into the research that I’d done in 2012/13 into Pink’s understanding of selling and non sales selling which changed the way I think about treating patients at that time and allowed me to develop the style of consultations that I now have.
It’s funny because this book does seem dated now, as many more people have picked up on his revolution at the insights but there is still aspects of the book that reminded me of the things that I’m missing and should be doing better.
The main things to remember from this book are that the old methods of sales are dead and everybody is in sales now.
That insight that we’re all trying to persuade other people, almost all of the time, about our views, about our lives, about our validity, about our attractiveness or otherwise about almost anything, is the overriding take-home from the book.
Combine that with ‘Two Ears and One Mouth’ and it gives wonderful, wonderful insights on what it’s like to meet someone new and be genuine and of service and helpful and kind and how that pays huge dividends in the long run.
The old fashioned days of the double glazing salesmen are gone because everyone is wise to that and working in an industry (as I do) where it is essential that people are happy to buy the goods or services that you provide, means that you must understand what Daniel Pink has to say in this book.
I laughed at the end as he described the sign in the Italian restaurant with the owners name and cellphone number on it and how I had copied that sign in 2013 and had it in the bungalow for all those years.
In the book, the Italian restaurant owner had been called 8 times in 18 months, 6 of which were positive and 2 were complaints which he acted upon. In the whole time that my sign was up in the practice (7 years or so) I got 6 calls but many, many more people spoke to me in the waiting room to say what a fabulous idea it was.
Daniel Pink is clever and his insights are still clever and this book is very clever.
Blog Post Number - 2727