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
I have joined audible to replace my junk filled brain with motivational/historical and influencial downloads! So excited to expand!
Yes, but it would be incredibly hard to get to the princibles but overall a good book.
Less story without application and more tacts.
Read this book it has some great insights you just have to fight through some stories that are not page turners.
Insightful commentary about changes happening in sales.
Excellent explanations as well as practical tips to applied to concepts explored in the books.
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.
In this book, Pink takes the closely held beliefs of the sales profession, and holds them up to what social science knows to be true. It turns out that there is quite a disconnect! Are extroverts the best sales people? Do you know what non-sales selling is? Would you believe that 90% of us are in some kind of sales?
This is a powerful book full of truths wrapped in the context of real stories and examples. Pink is a masterful story-teller and has the ability to make the profound very simple and easy to understand.
I highly recommend for anyone who has a need to move and motivate another person.
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The material was presented in a very straight-forward way.
Yes, I'm a big fan of his book Drive.
There is a lot of common sense material in this book regarding sales but it does a great job illustrating how each and everyone of us are salespeople, regardless of our career.
Yes, the subject matter is important in the way that people buy armed with more information today. It informs the seller on how to approach the buyer that has done their homework on the internet.
I really appreciated the perspective on how sales roles and selling culture have shifted over time. There are often negative associations with professional salespeople, but this book makes it clear that influence skills are critical and we are all in the business of swaying decision-makers. I particularly liked Pink's focus on the shift from salespeople holding superior information to them needing to curate available data and recommend solutions for their clients. I see my sales team work through this daily, as our clients have the same or sometimes more data at their fingertips than we do.
This is relevant to real life.
It is a refreshing contrast to all those empty emotion pumping , happy thought (repeat till you believe) , wishful thinking material out there.
Real examples of how the dynamics have been changed in our era where consumers are very informed and where honesty replaces deceit.
Surprising studies that wash away old myths about what mentallity one should have to influence others and feel motivated to carry on.
Filled with value , felt compelled to bookmark and take notes.
I recommend it.
This book does make you think about what you are doing.
Great story, it would be great if it came with a PDF notebook or assisted in writing down the data to review later.
I did. to review some of the techniques at the end of certain sections.
Full disclosure: I received a review copy of this book before it was published, and I should also tell you that I’m a huge Dan Pink fan. Also, even though I had already read it, I still downloaded the audiobook because Mr. Pink is one of a handful of authors who seem to deliver something extra when they are reading their own work.
A while back, an executive chef told me he doesn’t buy cookbooks. “Nothing new has been done in cooking in the last 50 years. The books are all pretty much the same.” I happen to feel the same way about business books, particularly those concerning marketing. (Are we really back to positioning again?) This one is different. Much like two of his other books, Drive and A Whole New Mind, this book lays out a game plan on how you can take advantage of the shift of the leveling of the information field between the buyer and the seller. If you’re a fan of behavioral scientists like Gladwell and Cialdini, you’ll find this book entertaining. If you’re in a field where you have to sell your ideas (who isn’t these days?) you’ll find this book very useful. As someone on here mentioned, the author does back things up with various studies and research numbers, but they are relevant. In fact, I suspect if he didn’t include those numbers, people would dismiss a lot of what is said as theory. But if you’re really bogged down by the research, I would encourage you to stick with it, because there is gold at the end. This reward is in the form of a number of simple techniques that will change the way you work. I’ve already started using “the Pixar pitch”, “the subject line pitch” and “the twitter pitch” at my company.I found Mr. Pink’s latest book to be a worthwhile and entertaining, two roads that I don’t often find converging often in my business. I hope you will too.
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