We are currently making improvements to the Audible site. In an effort to enhance the accessibility experience for our customers, we have created a page to more easily navigate the new experience, available at the web address www.audible.com/access.
 >   > 
To Sell Is Human: The Surprising Truth about Moving Others | [Daniel H. Pink]

To Sell Is Human: The Surprising Truth about Moving Others

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 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.
Regular Price:$24.50
  • Membership Details:
    • First book free with 30-day trial
    • $14.95/month thereafter for your choice of 1 new book each month
    • Cancel easily anytime
    • Exchange books you don't like
    • All selected books are yours to keep, even if you cancel
  • - or -

Your Likes make Audible better!

'Likes' are shared on Facebook and Audible.com. We use your 'likes' to improve Audible.com for all our listeners.

You can turn off Audible.com sharing from your Account Details page.

OK

Publisher's Summary

From the best-selling 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 15 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 extroverts 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.

©2012 Daniel H. Pink (P)2012 Penguin Audio

What Members Say

Average Customer Rating

4.2 (733 )
5 star
 (346)
4 star
 (236)
3 star
 (93)
2 star
 (34)
1 star
 (24)
Overall
4.1 (618 )
5 star
 (274)
4 star
 (213)
3 star
 (80)
2 star
 (31)
1 star
 (20)
Story
4.3 (614 )
5 star
 (292)
4 star
 (220)
3 star
 (74)
2 star
 (20)
1 star
 (8)
Performance
Sort by:
  •  
    Gerardo Austin, TX, United States 01-21-13
    Gerardo Austin, TX, United States 01-21-13 Member Since 2011

    Businessman, Technologist, Marketer. Loves to learn and enjoys books. Mostly nonfiction plus historic novels.

    HELPFUL VOTES
    82
    ratings
    REVIEWS
    84
    60
    FOLLOWERS
    FOLLOWING
    44
    0
    Overall
    Performance
    Story
    "Lenghty book with a few solid tips on persuation"

    I had very high expectations for Daniel Pink, maybe that's the problem.

    The first section of the book is all bout why we are all in sales. It could have been done in 2 minutes. Big waste of time. People who don't value sales and the need for persuation would not buy this book in the first place. You can skip those chapters.

    The second part is more interesting. The whole premise is centered in ABC selling: atunement, buoyancy and connection. Good concepts. Daniel could have said: listening, optiimsm/passion and connection. Much simpler.

    Some discussions are lenghty: you could listen to a whole chapter to get one nugget of knowledge of varying levels of usefulness. Still, it's a good book, but not at the top of my list.

    The narration is clear, although after a while it feels a bit too stron (like the author is yelling at you), but it's not a major concern. If you can find a 5 page summary of this book, you would probably get 90% of its value.

    24 of 35 people found this review helpful
  •  
    Joanne United States 02-08-13
    Joanne United States 02-08-13 Member Since 2015

    Tell us about yourself!

    HELPFUL VOTES
    26
    ratings
    REVIEWS
    5
    5
    FOLLOWERS
    FOLLOWING
    1
    0
    Overall
    Performance
    Story
    "Not for salespeople!"
    What would have made To Sell Is Human better?

    Motivation not stats! I don't think I will be able to finish this. It is boring!, This is not for salespeople or someone who understands that we are all in sales.


    What could Daniel H. Pink have done to make this a more enjoyable book for you?

    More motivational, more sales techniques


    How did the narrator detract from the book?

    He didn't, the content was just not what I was looking for.


    26 of 38 people found this review helpful
  •  
    Sam Motes Tampa 04-27-14
    Sam Motes Tampa 04-27-14 Listener Since 2009

    Audible obsessed lifelong learner.

    HELPFUL VOTES
    154
    ratings
    REVIEWS
    381
    226
    FOLLOWERS
    FOLLOWING
    16
    4
    Overall
    Performance
    Story
    "The salesman in us all"

    The main take away from this book for me was to search for the right questions to ask to drive for understanding rather then on providing answers to the known questions. A second big take away was to surprise the customer by up service via giving them more than expected rather than focusing on up selling. I loved the Jeff Bezos meeting policy of always having an empty chair at the table during meetings to represent the customer to ensure their views and needs have a commanding voice at the table.

    1 of 1 people found this review helpful
  •  
    Ron Belmont, CA, United States 03-11-13
    Ron Belmont, CA, United States 03-11-13
    HELPFUL VOTES
    43
    ratings
    REVIEWS
    58
    8
    FOLLOWERS
    FOLLOWING
    1
    0
    Overall
    Performance
    Story
    "What a waste of money."
    Would you try another book from Daniel H. Pink and/or Daniel H. Pink?

    No. Fool me once, shame on you. Fool me twice, shame on me.


    What do you think your next listen will be?

    Biography of Winston Churchill.


    Did Daniel H. Pink do a good job differentiating all the characters? How?

    This was a business book. What he did do is waste my time. This at best should have been a three page article in a magazine.


    What reaction did this book spark in you? Anger, sadness, disappointment?

    Utter disappointment. In fact, the further removed from the book, the more I realize what a waste it was.


    Any additional comments?

    I don't think this book adds much. Keep your money.

    16 of 24 people found this review helpful
  •  
    Howard Gutowitz 03-11-13
    HELPFUL VOTES
    13
    ratings
    REVIEWS
    4
    4
    FOLLOWERS
    FOLLOWING
    1
    0
    Overall
    Performance
    Story
    "90% inert filler. Author can do better"

    This is a smart guy, and somewhere in here is useful information. But _so_ much filler, so much is useless and repeated constantly. What would have been a brilliant essay is puffed up to a "business book". Try starting at Chapter 7 where the "useful" concentration goes a bit higher.

    12 of 18 people found this review helpful
  •  
    Finlay Ohio 06-22-13
    Finlay Ohio 06-22-13 Member Since 2012
    HELPFUL VOTES
    12
    ratings
    REVIEWS
    3
    3
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "Great Social Science Book"

    I'm 2/3rds through this book and I'm already ready to give it five stars. Daniel Pink has great insight into the social sciences, and he applies them superbly to selling in this audiobook.

    His stories are engaging and his style brings the characters he introduces to life.

    When he explained why you need to link selling to experiences instead of product features, I could feel the light bulb above my head.

    Great audiobook.

    3 of 5 people found this review helpful
  •  
    G. House Sr. Sherborn, MA, United States 01-04-13
    G. House Sr. Sherborn, MA, United States 01-04-13 Member Since 2015

    I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.

    HELPFUL VOTES
    1691
    ratings
    REVIEWS
    433
    187
    FOLLOWERS
    FOLLOWING
    445
    2
    Overall
    Performance
    Story
    "Evolutionary Assertions codified form the 2010s"

    Pink’s central premise is that most people sell in one way or another and that many of our conceptions about selling are not true or only barely so. For example, extroverts do not make the best sales people – ambiverts do. If you want to know what an ambivert is, you’ll have to listen to the book yourself. I have read dozens of business books and most of them can be condensed down to two or three central ideas and the rest of the work is really window dressing. Pink’s book is not packed with antidotal evidence and arcnae stories supporting his points; rather he attempts to support his opinions with research and a smattering of statistics or at least hinting that statistical evidence exists.

    I purchased a hardcopy so I could make notes in the margin. On balance, I think this and Drive, his previous book, are pretty good and worth the listen. I thought Drive was better but To Sell is Human has a number of good tips that if practiced may increase your sales effectiveness.

    18 of 33 people found this review helpful
  •  
    Sam 04-15-15
    Sam 04-15-15 Member Since 2015
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "great case studies"

    The first part of the book was agonizingly slow. However, the author redeem himself by great content on the latter half of the book.

    0 of 0 people found this review helpful
  •  
    Joseph S. Terry, Jr. 04-14-15 Member Since 2013
    HELPFUL VOTES
    1
    ratings
    REVIEWS
    4
    2
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "Improve your teams sales and lives !"

    Nothing better! The message of Servant Leadership coupled with Servant Selling is powerful and positive.

    0 of 0 people found this review helpful
  •  
    Bruno Brazil 04-08-15
    Bruno Brazil 04-08-15 Member Since 2014
    ratings
    REVIEWS
    4
    1
    Overall
    Performance
    Story
    "Great narrator! Great book!"

    Great overall experience! Dan is a great narrator! Love when authors read their own book!
    Really great book, read now!

    0 of 0 people found this review helpful
  • Showing: 1-10 of 41 results PREVIOUS125NEXT

    There are no listener reviews for this title yet.

Report Inappropriate Content

If you find this review inappropriate and think it should be removed from our site, let us know. This report will be reviewed by Audible and we will take appropriate action.

Cancel

Thank You

Your report has been received. It will be reviewed by Audible and we will take appropriate action.