To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink

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From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.


According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.

To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.

Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.



Title : To Sell Is Human: The Surprising Truth About Moving Others
Author :
Rating :
ISBN : 1594487154
Edition Language : English
Format Type : Hardcover
Number of Pages : 272 pages


Reviews


Phil rated it ★★★★★

March 15, 2013

Lamentably, we live in era in which many best-selling authors mail it in. I won't name names, but some of the most renowned authors out there can publishing anything and sell a slew copies, even though their books at sub-par at best. Not this one. Pink's research and writing style make this an incr...


Kirsti rated it ★★★☆☆

February 09, 2013

I almost gave up on this because I disagreed with one of Pink's main ideas in the first part of the book: the idea that most people now spend most of their time in what he calls non-sales selling. I don't buy the idea that sales and persuasion and influence are the same thing. Sales are quantifia...


Jennifer rated it ★★★★☆

May 07, 2017

This was fascinating. Forget the out of date image of a sales person being a slick man in a polyester plaid suit trying to sell a lemon on a used car lot. This book is about human behavior, motivation, and about how EVERYONE "sells" (if you're a parent trying to convince a child to do their homew...


C. A. rated it ★★★★★

December 31, 2012

To Sell Is Human by Daniel H. Pink is interesting, thoughtful, analytical, well-written, and, most importantly, helpful. Dan Pink is an alembic. A what? An alembic. Think mad scientist (or maybe alchemist). An alembic is that funky looking glass thingie, round on the bottom, crooked neck, sitting...


Farnoosh rated it ★★★☆☆

July 11, 2015

To Sell is Human was one of the books I had heard about for months, recommended by my fellow entrepreneurial peeps left and right. Finally grabbed the audio version - narrated by the author - and listened to the book, and overall, it was a let down from what I had expected to find. The author use...


Amy rated it ★☆☆☆☆

January 10, 2014

I like pop psychology books that provide a serious and accurate review of research while applying it to some phenomena, like, for example, interpersonal persuasion. I love Cialdini's classic book "Influence" and was hoping for a spin on the same topic from "To Sell Is Human." I was disappointed t...


Will rated it ★★★★★

July 21, 2014

This is another great book by Dan Pink. I recommend everyone read for an improvement in their everyday interactions. My notes: "One of the most effective ways of moving others is to uncover challenges they may not know they have." (p.5) People are now spending about 40 percent of their time at work...


Chad rated it ★★★★★

November 06, 2017

This is the best sales book I’ve read yet. Pink dismisses the slimy salesperson of the past and presents an enlightened view of sales. By “sales,” Pink means traditional salespeople (1 in 9 Americans) and those involved in “non-sales selling”: persuading, convincing, and influencing (everyone). E...


Anand rated it ★★★★★

June 11, 2013

Once upon a time only some people were in sales. Every day, they sold stuff, we did stuff, and everyone was happy. One day, everything changed: All of us ended up in sales - and sales changed from a world of caveat emptor to caveat venditor. Because of that, we had to learn the new ABC's - attune...


Tanja rated it ★★★★★

July 25, 2017

Once upon a time there was a reluctant sales manager. Every day she would wonder if she was doing the right thing. Then one day, she dusted off "to sell is human" and started reading. Immediately she was reaffirmed that some of the things she was doing was definitely right. That sales had come al...





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