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
Mountain mom, wife and Realtor
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.
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.
spa girl Kitty
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.
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.
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.
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.
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.
Huh? Did I miss something? There was an ending?
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.
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.
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.
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