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To Sell Is Human Audiobook

To Sell Is Human: The Surprising Truth about Moving 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

4.3 (1176 )
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Performance
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  •  
    Holly J. Galligan Lake Arrowhead, CA 05-05-16
    Holly J. Galligan Lake Arrowhead, CA 05-05-16 Member Since 2015

    Mountain mom, wife and Realtor

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    "Sales book with actual instructions"

    I am no longer in a sales job and thought the perspective was interesting; basically all relationships, conversations, interactions are a form of negotiating. I was fairly bred through this because I have little to apply the points to. However, if I were in sales, the book recommendations, written applications (from website), and instructions are more detailed than other generic sales books. I think it would be great practice to use the tools they offer.

    0 of 0 people found this review helpful
  •  
    04-29-16
    04-29-16 Member Since 2016

    ongoingwow

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    "Some interesting material, but overall not the best"

    Too much information on the obvious trends of the last 20 years. Too many factually heavy discussions of studies that I call "no crap" studies, where the conclusion is obvious from the onset. Some useful information, but not a lot of real world advice. I listened to the first 3 chapters at 2x speed saying to myself how boring and unhelpful the information was. Not very helpful for the real world salesperson. The author is an author, not a salesperson, though he argues everyone is. Overall, average offering.

    0 of 0 people found this review helpful
  •  
    Kitty Barrow Birmingham, AL 04-21-16
    Kitty Barrow Birmingham, AL 04-21-16 Member Since 2014

    spa girl Kitty

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    "I will recommend this book to everyone"

    as a sales coach, I am always searching for books that truly represent the way that a salesperson can get ahead and serve their prospects the best. I will be recommending this book to all of my clients and to my sales team.

    0 of 0 people found this review helpful
  •  
    Raj Daniels 04-17-16
    Raj Daniels 04-17-16 Member Since 2015
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    "One of the best books on selling."

    Packed with great information and actionable takeaways. Read by Dan Pink is a wonderful bonus.

    0 of 0 people found this review helpful
  •  
    Ben 04-06-16
    Ben 04-06-16 Member Since 2016
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    "Must Listen"

    No matter what you think about sales you most likely need to listen to this book. It will pay for itself.

    0 of 0 people found this review helpful
  •  
    Kevin Moulton 04-04-16
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    "What really makes a salesperson successful"

    I am in sales, but I'm not an extrovert. I was an introvert as a kid, and now this book has taught me that I'm an ambivert.

    This book has given me the freedom to be who I am, and not try to be someone I am not to be successful. There are many useful techniques that I look forward to incorporating into my routine.

    Of course, this doesn't solve the problem of all of the sales managers out there who believe there is only one way to sell - their way! I guess it's up to people like me to prove the point through our sales and our satisfied customers.

    0 of 0 people found this review helpful
  •  
    Scott 03-30-16
    Scott 03-30-16
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    "Fairly vague"

    I found the book fairly vague. As a direct salesperson in real estate I didn't find this book very practical. Lots of general sales topics and study's but not much to grab a hold of.

    If you are in a service (not direct sales) business this may give you some insight into how to make some small changes to your business.

    0 of 0 people found this review helpful
  •  
    ANGELINE 03-02-16
    ANGELINE 03-02-16
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    "I was given this book and I hate selling"

    This book is changing my mindset.

    With actionable ways of changing how I think and believe about selling, this book will be read and re-read.

    Thank you, Daniel H. Pink, for writing this book and sending it to the world.

    0 of 0 people found this review helpful
  •  
    Travis 01-16-16
    Travis 01-16-16 Member Since 2016
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    "Very enlightening"

    I've applied these ideals to my own career. The approach I have with everyday encounters has drastically improved.

    0 of 0 people found this review helpful
  •  
    Blair C 12-26-15
    Blair C 12-26-15 Member Since 2015
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    "Sales Ideas for Non-Salespeople"
    Would you recommend this book to a friend? Why or why not?

    If you were not working in direct sales then this would be a great book for you to help you understand how you can sell your product or service.


    What was your reaction to the ending? (No spoilers please!)

    Huh? Did I miss something? There was an ending?


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

    This was my first time listening to Daniel. I must say that he made the somewhat dry statistical sections more compelling for me to listen through.


    Did To Sell Is Human inspire you to do anything?

    Not really. Most of the tools and tactics that Daniel talked about I use regularly.Daniel did give a list of some good books to read related to some of his findings, which was helpful.


    Any additional comments?

    This book is not for you if you're already in sales and looking for a motivation book or some "straight talk" as to how you can grow the white space in your existing accounts or build new clients.If you're not in sales and looking to incorporate some of the classic sales techniques of discovery and solution selling then this is a great book for you to start reviewing.

    0 of 0 people found this review helpful

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