Recommended Reading To Sell Is Human

Developing the Next Generation of Rainmakers Recommended Reading: To Sell is Human I confess, I enjoy reading books written by Daniel Pink, the Yale law school graduate who never practiced law. If you are a regular reader you know I have written about A Whole New Mind: Why Right-Brainers Will Rule the FutureAre you a “good” lawyer or a “great” lawyer?  And, I have written about Drive. See, for example:  Motivation: Why your firm may be failing to motivate your young lawyers. Those are both excellent and informative books and always on my recommended reading list. More recently I read his book titled: To Sell is Human. I think you will find it valuable because many points he makes apply to how you can better attract, retain and expand relationships with clients. For those of you who are introverted, you might find this statement from the book gratifying: The notion that extraverts are the finest salespeople is so obvious that we’ve overlooked one teensy flaw. There’s almost no evidence that it’s actually true… For example, two recent Harvard Business Review studies of sales professionals found that top performers are less gregarious than below-average ones and that the most sociable salespeople are often the poorest performers of all. Daniel Pink lists three traits of successful sellers. I believe the same traits apply to successful client developers. Here they are. What do you think? I am confident you and your colleagues will find the book valuable. If you can get one or more colleagues to read it with you, use Daniel Pink’s To Sell is Human Discussion Guide.   Do you want to recommend a book and write a guest post about it? If so, share the book and your ideas and maybe your book recommendation will make our Friday blog posts. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.