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a blog by Chris Barrow

To sell is human

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink My rating: 5 of 5 stars There have been few, if any, books in recent years that have tackled the controversial subject of that 4-letter word “sell” in anything other than an outdated way. I grew up as a child of the 80’s as a salesman – learning all the bad habits in financial services (and there were many) and making a conscious and very personal decision to forsake the world of commissions and convert to fee-based advice. I am proud to say that I was one of the founder members of the original Institute for Financial Planning back in 1987, when a small group decided that fees were fairer, better and a more professional way to live. Its interesting that the rest of that profession took 25 years to catch up. In that same year I read a ground-breaking book called “The Psychology of Sales Call Reluctance” which was a truly helpful lesson in understanding what it was about ME that was resistant to sales – and what to do about it. In this book Daniel Pink demystifies the psychology of the sales process and talks in detail about both the performance and behavioural aspects that make for ethical sales in a contemporary and connected world. It is a book about 2013 and beyond – not about history but the future. Hugely helpful to anyone engaged in helping clients and patients to make informed and appropriate choices. View all my reviews

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