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To Sell Is Human Audiobook

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

Average Customer Rating

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Performance
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  •  
    Finlay Ohio 06-22-13
    Finlay Ohio 06-22-13 Member Since 2012
    HELPFUL VOTES
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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.

    4 of 6 people found this review helpful
  •  
    Ron Belmont, CA, United States 03-11-13
    Ron Belmont, CA, United States 03-11-13
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    "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.

    17 of 29 people found this review helpful
  •  
    B Forney Pleasant Hill CA 05-30-13
    B Forney Pleasant Hill CA 05-30-13 Member Since 2013

    Bryce Forney, CPA

    HELPFUL VOTES
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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

    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 2016

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

    HELPFUL VOTES
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    "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.

    20 of 35 people found this review helpful
  •  
    gil nevo 05-09-16
    gil nevo 05-09-16 Member Since 2015
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    "decent..."

    pretty good but not going to be recommending this. not super memorable... I can't even remember what I liked about it. maybe just the topic...

    0 of 0 people found this review helpful
  •  
    Holly J. Galligan Lake Arrowhead, CA 05-05-16
    Holly J. Galligan Lake Arrowhead, CA 05-05-16 Member Since 2015

    Mountain mom, wife and Realtor

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    "Sales book with actual instructions"

    I am no longer in a sales job and thought the perspective was interesting; basically all relationships, conversations, interactions are a form of negotiating. I was fairly bred through this because I have little to apply the points to. However, if I were in sales, the book recommendations, written applications (from website), and instructions are more detailed than other generic sales books. I think it would be great practice to use the tools they offer.

    0 of 0 people found this review helpful
  •  
    04-29-16
    04-29-16 Member Since 2016

    ongoingwow

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    "Some interesting material, but overall not the best"

    Too much information on the obvious trends of the last 20 years. Too many factually heavy discussions of studies that I call "no crap" studies, where the conclusion is obvious from the onset. Some useful information, but not a lot of real world advice. I listened to the first 3 chapters at 2x speed saying to myself how boring and unhelpful the information was. Not very helpful for the real world salesperson. The author is an author, not a salesperson, though he argues everyone is. Overall, average offering.

    0 of 0 people found this review helpful
  •  
    Kitty Barrow Birmingham, AL 04-21-16
    Kitty Barrow Birmingham, AL 04-21-16 Member Since 2014

    spa girl Kitty

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    "I will recommend this book to everyone"

    as a sales coach, I am always searching for books that truly represent the way that a salesperson can get ahead and serve their prospects the best. I will be recommending this book to all of my clients and to my sales team.

    0 of 0 people found this review helpful
  •  
    Raj Daniels 04-17-16
    Raj Daniels 04-17-16 Member Since 2015
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    "One of the best books on selling."

    Packed with great information and actionable takeaways. Read by Dan Pink is a wonderful bonus.

    0 of 0 people found this review helpful
  •  
    Ben 04-06-16
    Ben 04-06-16 Member Since 2016
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    "Must Listen"

    No matter what you think about sales you most likely need to listen to this book. It will pay for itself.

    0 of 0 people found this review helpful

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