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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.
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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

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  •  
    Mark Leominster, MA, United States 02-10-14
    Mark Leominster, MA, United States 02-10-14 Member Since 2014
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    "Finally!"
    Any additional comments?

    I have been saying that almost everyone is in sales in some form or another for a long time (negotiating for a better curfew as a teenager to a job interview to buying a car). Glad that someone put it together in an very easy to listen to/read! I might be biased as I am a huge fan of Pink's work (along with Gladwell) and would recommend this book to any salesperson or anyone for that matter!

    0 of 0 people found this review helpful
  •  
    Finlay Ohio 06-22-13
    Finlay Ohio 06-22-13 Member Since 2012
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    "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.

    2 of 4 people found this review helpful
  •  
    Bryce Forney Pleasant Hill CA 05-30-13
    Bryce Forney Pleasant Hill CA 05-30-13 Member Since 2013

    Bryce Forney, CPA

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    "Takes the fear out of sales for us normal people"
    Would you listen to To Sell Is Human again? Why?

    I would listen again because the content was engaging and foundational


    What was one of the most memorable moments of To Sell Is Human?

    The concept that serving is selling and those who serve optimally as leaders


    Which character – as performed by Daniel H. Pink – was your favorite?

    The car sales person who came from a family of auto sales


    Was there a moment in the book that particularly moved you?

    The introduction of non-sales selling, meaning all of the communications we engage in to move others.


    Any additional comments?

    It would be trite to say this is the best book on sales, and yet it is at least in how effective it communicates the concepts and contrasts sales of today with sales back in the day where the buyers now arrive well informed

    2 of 4 people found this review helpful
  •  
    Heikki Jyvaskyla, Finland 02-27-13
    Heikki Jyvaskyla, Finland 02-27-13 Member Since 2012

    Strategian, Team Coach

    HELPFUL VOTES
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    "Fresh views about selling!"
    If you could sum up To Sell Is Human in three words, what would they be?

    Novel selling guide!


    What did you like best about this story?

    Fresh views, good stories, it works very well as audio book! Fascinating stories!


    What about Daniel H. Pink’s performance did you like?

    Pink's voice is very good for audio book.


    3 of 6 people found this review helpful
  •  
    Amazon Customer Grover Beach, CA USA 04-16-14
    Amazon Customer Grover Beach, CA USA 04-16-14 Member Since 2013

    Billy Mitchell

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    "Great ideas and techniques"
    Where does To Sell Is Human rank among all the audiobooks you’ve listened to so far?

    This book ranks right at the top


    What other book might you compare To Sell Is Human to and why?

    Seth Godin's Icarus Deception, Brene' Brown's Daring Greatly


    Any additional comments?

    Excellent book for those interested in selling or those interested in influencing or supporting others in seeing your point of view. The realization that we all sell in one form or another affords us the opportunity to consciously move others. Whether we are selling a product, service, idea or ourselves this book is informative and an easy listen. Daniel Pink uses stories real life experiences and data to give us a glimpse into our lives. If you sell for a living this is a must listen, and if you wish to persuade people to at least listen to your ideas or move them to action don't miss this book.

    0 of 1 people found this review helpful
  •  
    fred greensboro nc 02-12-14
    fred greensboro nc 02-12-14 Member Since 2005
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    "Get hammered by an important concept"

    Everything is very good about this book. Mr. Pink does a great job of narrating his ideas. And the ideas are very important given the time of massive change that we're experiencing everyday. Kind of hard to listen to while driving because I wanted to write down many of Pink's thoughts, suggestions, methods, ideas etc. I would consider re-listening at a latter date to reinforce concepts.

    0 of 1 people found this review helpful
  •  
    Thomas Tonkin Castle Rock, CO United States 01-24-14
    Thomas Tonkin Castle Rock, CO United States 01-24-14 Member Since 2013

    Sincerity in Leadership. Sales Enablement and Performance. Speaker and Author. But what I realIy do is help people be the best they can be.

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    "Another Home Run for Pink"
    What did you love best about To Sell Is Human?

    The research is excellent. I'm not much for business popular press, however, Pink reports on some of the more interesting and compelling research useful for leaders and sellers. Great read/listen!


    What about Daniel H. Pink’s performance did you like?

    Great story telling and inflection. He rote the book, so he could 'hear' it when he wrote it and now you can hear it too. Well done.


    0 of 1 people found this review helpful
  •  
    Chris mesa, az, United States 06-04-13
    Chris mesa, az, United States 06-04-13

    I have joined audible to replace my junk filled brain with motivational/historical and influencial downloads! So excited to expand!

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    "Good principles alittle drawn out"
    Would you listen to To Sell Is Human again? Why?

    Yes, but it would be incredibly hard to get to the princibles but overall a good book.


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

    Less story without application and more tacts.


    Any additional comments?

    Read this book it has some great insights you just have to fight through some stories that are not page turners.

    0 of 1 people found this review helpful
  •  
    Kevin United States 04-24-13
    Kevin United States 04-24-13 Member Since 2012
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    "Solid book about 21st century selling"
    What did you love best about To Sell Is Human?

    Insightful commentary about changes happening in sales.


    Which scene was your favorite?

    Excellent explanations as well as practical tips to applied to concepts explored in the books.


    0 of 1 people found this review helpful
  •  
    WideawakeAz 04-22-13
    WideawakeAz 04-22-13

    webefishrs

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    "Clear, insightful"
    What made the experience of listening to To Sell Is Human the most enjoyable?

    Selling, thinking of the used car salesman, has a bad connotation. Selling has changed in unexpected ways in response to the tech revolution. Selling has grown, not diminished and expected to grow for the foreseeable future. Pink successfully makes the argument that we're all sellers, he calls it moving people. Moving people means getting people to trade resources.


    0 of 1 people found this review helpful
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