In today’s world, we are all in sales. Whether you’re pitching a product, an idea, or yourself, mastering the art of persuasion is essential. Inspired by To Sell Is Human by Daniel Pink, this checklist breaks down key concepts to help you sell with authenticity, empathy, and effectiveness. Use it to refine your approach, build stronger relationships, and achieve better outcomes in both professional and personal interactions.
Checklist 1: Embrace a New Definition of Selling
Understand that selling is fundamentally about moving others.
- Did I approach the interaction with the mindset of serving, not persuading?
- Did I focus on solving a problem or meeting a need rather than making a pitch?
Checklist 2: Practice Attunement
Tune into others’ perspectives to build stronger connections.
- Did I take time to understand the other person’s point of view?
- Did I adjust my communication style to meet the other person where they are?
Checklist 3: Demonstrate Buoyancy
Stay resilient in the face of rejection and setbacks.
- Did I maintain a positive, curious mindset throughout the interaction?
- Did I reframe setbacks as learning opportunities rather than failures?
Checklist 4: Cultivate Clarity
Help others see their problems in new ways and identify actionable solutions.
- Did I clarify the problem before presenting a solution?
- Did I offer insights or suggestions that made the other person’s decision easier?
Checklist 5: Make It Personal and Purposeful
Appeal to intrinsic motivation by connecting on a human level.
- Did I personalize my approach to make it relevant to the other person’s needs?
- Did I tie the conversation to a bigger purpose or shared goal?
Checklist 6: Improve Your Pitch
Craft pitches that are clear, compelling, and memorable.
- Did I keep my pitch concise and focused on value?
- Did I use storytelling or questions to make my pitch more engaging?
Checklist 7: Apply the Principles of Servant Selling
Shift from selling to serving by focusing on helping others succeed.
- Did I put the other person’s interests and needs first?
- Did I end the conversation with a clear understanding of how I could support them?
How to Use This Checklist
This checklist is a practical tool for integrating the principles of To Sell Is Human into your daily interactions. Use it to prepare for conversations where you need to move others, reflect on past interactions, or refine your overall approach. With regular practice, you can transform your sales style from pushy to purposeful, building trust and achieving better outcomes.
Why You Should Read To Sell Is Human
If you want to understand how to influence others with integrity and empathy, To Sell Is Human by Daniel Pink is an essential read. The book offers valuable insights on how to sell more effectively by focusing on attunement, buoyancy, and clarity—skills that are vital for anyone looking to make an impact. By applying these principles, you can improve your ability to move others, whether you’re selling products, ideas, or yourself.
