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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

Average Customer Rating

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Performance
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  •  
    Megan Walnut Creek, CA, United States 03-11-13
    Megan Walnut Creek, CA, United States 03-11-13 Member Since 2012
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    "Great insights into how sales roles have evolved"

    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.

    0 of 2 people found this review helpful
  •  
    Alan Tegucigalpa, Honduras 02-28-13
    Alan Tegucigalpa, Honduras 02-28-13
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    "Still Listening Half way through. Must share pause"

    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.

    0 of 2 people found this review helpful
  •  
    Gary Moorpark, CA, United States 02-25-13
    Gary Moorpark, CA, United States 02-25-13 Member Since 2004
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    "Great book for everyone"
    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    This book does make you think about what you are doing.


    Any additional comments?

    Great story, it would be great if it came with a PDF notebook or assisted in writing down the data to review later.

    0 of 2 people found this review helpful
  •  
    Timothy Whitehouse Station, nj, United States 02-22-13
    Timothy Whitehouse Station, nj, United States 02-22-13 Member Since 2010
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    "I found this book very useful"
    Would you listen to To Sell Is Human again? Why?

    I did. to review some of the techniques at the end of certain sections.


    What does Daniel H. Pink bring to the story that you wouldn’t experience if you just read the book?

    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.


    Any additional comments?

    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.

    0 of 2 people found this review helpful
  •  
    M. Hurley Chicago, IL USA 02-20-13
    M. Hurley Chicago, IL USA 02-20-13 Member Since 2012

    Book Review Haiku Mike

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    "Pink adds new insight into how we all sell"
    What did you love best about To Sell Is Human?

    Pink's narration comes across as having a passion and genuineness that is engaging and friendly. He weaves stories and concepts together cleverly. I found myself relistening to chapters as the material was dense with useful ideas.


    What did you like best about this story?

    New insight for a new age on an old and familiar topic. A fresh look.


    What about Daniel H. Pink’s performance did you like?

    Pink's read is commanding of the material and read like someone who loves to listen to books. It felt like a pal reading a draft of his new book to me.


    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    Several bookmarks, which is unusual for me as I read while I run. I found myself having to stop, rewind and mark spots annoyingly often.


    Any additional comments?

    A great books for salespeople to read, better for everyone who are deluded into thinking that they are not in sales. (BTW - If you're married or have kids, you are in sales ;)

    0 of 2 people found this review helpful
  •  
    Jason W. Miller Jamestown, North Dakota 02-12-13
    Jason W. Miller Jamestown, North Dakota 02-12-13

    Glass Chewing Calvinist

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    "Timely, Research Based Truths About Moving Others"
    What did you love best about To Sell Is Human?

    Mr. Pink summarizes the key issues in moving people and boils it down to very practical and accessable points that are truthful, elegant, and very timely.


    What did you like best about this story?

    It is applicable to almost every profession.


    Have you listened to any of Daniel H. Pink’s other performances before? How does this one compare?

    He reads his own books so it is the same. It is nice to get the author's emphasis on the points.


    If you were to make a film of this book, what would be the tag line be?

    Moving People is Your Fate -- Watch This Movie Before it is too Late


    Any additional comments?

    Great book.

    0 of 2 people found this review helpful
  •  
    Matthew Yardley, PA, United States 02-04-13
    Matthew Yardley, PA, United States 02-04-13 Member Since 2012
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    "A future classic sales tome - Pink does it again!"
    What made the experience of listening to To Sell Is Human the most enjoyable?

    Pink has a really interesting approach to this kind of writing, and this book fits in nicely with other things he's written thus far. The book is both theoretical and practical, and incredibly interesting. Pink also is a great narrator.


    1 of 6 people found this review helpful
  •  
    Joan Audubon, PA, United States 03-12-13
    Joan Audubon, PA, United States 03-12-13 Member Since 2010
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    "Excellent Book!"
    What did you love best about To Sell Is Human?

    I would highly recommend this book! It was excellent for anyone regardless of what you do!!


    0 of 3 people found this review helpful
  •  
    Leslie SCOTTSDALE, AZ, United States 01-22-13
    Leslie SCOTTSDALE, AZ, United States 01-22-13 Member Since 2003
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    "As usual Pink hits it"

    A very important book for our time. It is also laid out for those new to the shift in sales methods to get it, one idea at a time.

    0 of 6 people found this review helpful
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