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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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  •  
    IpadShark 07-24-15
    IpadShark 07-24-15 Member Since 2015
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    "Yet another excellent insight by Daniel Pink"

    I have been taking a sales training course once a week for a year, and the principles in this book are very close to the same foundation for that training. Very helpful insights and material is easy to apply!

    0 of 0 people found this review helpful
  •  
    AlisonA 07-24-15
    AlisonA 07-24-15 Member Since 2015
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    3
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    "Blew my Mind"

    Changed my everything about sales in general. You will never look at sales the same way again!

    0 of 0 people found this review helpful
  •  
    Kent McClelland 06-27-15 Member Since 2014
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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
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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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    "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

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