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
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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.
More motivational, more sales techniques
He didn't, the content was just not what I was looking for.
I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.
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.
Bryce Forney, CPA
I would listen again because the content was engaging and foundational
The concept that serving is selling and those who serve optimally as leaders
The car sales person who came from a family of auto sales
The introduction of non-sales selling, meaning all of the communications we engage in to move others.
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
No. Fool me once, shame on you. Fool me twice, shame on me.
Biography of Winston Churchill.
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.
Utter disappointment. In fact, the further removed from the book, the more I realize what a waste it was.
I don't think this book adds much. Keep your money.
I struggled to finish this book. Pink's oversimplification of studies he presents made it hard for me to trust anything he was saying was valid.
I'd say this book is more geared towards those that aren't in sales but want to not be afraid the idea of selling. It could also be good for those salespeople who still think that we still live in a world of "buyer beware" instead of "seller beware." Pink does a good job of describing the new age of selling. I almost stopped the book because the first third is all about "why everybody is in sales." But I made it through.. then it gets into more helpful ideas and tips. Basic but good information. Everybody should understand what this book teaches, I would hope that those in selling already do understand this. Maybe this book is for salespeople too...
Old-school salesman beware, this is the true service to sales mentality. As the manager of the sales team, I am implementing the principles found in this book. We are seeing results following the notion that we should leave every client better off than when we found them. It's a simple strategy, but it pays off in spades.
Refreshing new take on the ABCs....leading with service, snap shot of todays workforce, universal skills to move people, how improv and creativity are so useful in a modern sales environment
As a professional salesperson, I was hoping to get some insightful information on how to sell better. Unfortunately the majority of this book instead tries to convince you that selling is a good thing, which I already believe since this is my profession. If you're trying to convince someone to sell, get this book. Otherwise don't
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