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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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  •  
    Kent McClelland 06-27-15 Member Since 2014
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    3
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    "I see why people recommend this book"

    The book comes at a great time in my professional career where I need to learn to sell my ideas better. Very intellectual as well as practical.

    The author reads in such a way that keeps your attention and the flow is very easy to follow for an audio book. I plan on listening to another one Daniel Pink's books.

    0 of 0 people found this review helpful
  •  
    David H Palo Alto, CA United States 06-12-15
    David H Palo Alto, CA United States 06-12-15 Member Since 2012
    HELPFUL VOTES
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    "Must read for everyone in sales, which is all of us"

    I loved this book. So many great and immediately applicable nuggets of information in this book. I may just read it again to capture all the learnings.

    Highly recommended!

    0 of 0 people found this review helpful
  •  
    Summer Pounds Cincinnati Ohio 06-05-15
    Summer Pounds Cincinnati Ohio 06-05-15 Member Since 2012
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    17
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    "the voice gets numbing"

    content is good. The voice performance makes me feel that everything is equally punctuated. Its my.advice to take it one chapter at a time.

    0 of 0 people found this review helpful
  •  
    VINICIUS 05-06-15
    VINICIUS 05-06-15 Member Since 2015
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    "Great book."

    The book presents selling in a very interesting perspective. I really recommend this book. Nice support data and practical exercises.

    0 of 0 people found this review helpful
  •  
    Sam 04-15-15
    Sam 04-15-15 Member Since 2015
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    "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
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    "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
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    "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
  •  
    Shalon 04-07-15
    Shalon 04-07-15 Member Since 2015
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    "Excellent"

    I always says that if I pick up at least one principle or bit of information that I can apply to my business, the book was worth the time and money. This book had many of them. Well worth it!

    0 of 0 people found this review helpful
  •  
    B. Field 03-29-15
    B. Field 03-29-15
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    9
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    "Moving people to move themselves"
    Would you consider the audio edition of To Sell Is Human to be better than the print version?

    Dan Pink's narration is extraordinary (listen to a sample), making it well worth the price of owning both versions. He does offer many useful references that are difficult to catch and bookmark.


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

    In the section about improvisation, Pink mentions that people are constantly making offers—and that even a rejection usually includes an offer. An attuned listener may notice that people seldom say only "no"—and the rest of their rejection (not now, not that, etc.) can be an open door to better seeing the customer's perspective and meeting their needs.


    Any additional comments?

    This is not a "rah-rah" sales book meant to get your fired up to try harder. Instead, it offers fresh ideas backed up by science. If you want to understand how sales works and are prepared to rethink what you do, this book may be for you. But some of these ideas may fly in the face of what you think you know about sales, so approach with an open mind. In particular, To Sell is Human may feel insulting to listeners who have a lot invested in the "always be closing" school of thought and way of life.

    Dan Pink is a master curator, and this book is a marvelous exhibit of the best that behavioral science has to offer on the subject of sales. But while he works hard to make complex ideas accessible, Pink is a bit cerebral. This book feels tailored to the TED Talks crowd. That may be a turn-off for some who just want to know what to do and don't want all the stats and theory behind it. Pink lays out six main ideas: attunement, buoyancy, and clarity (the new ABCs of sales); and pitching, improvisation, and service (crucial sales skills).

    0 of 0 people found this review helpful
  •  
    Amazon Customer 03-14-15 Member Since 2014
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    7
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    "ask yourself"

    Will you and the world be better off if you don't hear it? Hear it

    0 of 0 people found this review helpful

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