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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

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  •  
    Joanne United States 02-08-13
    Joanne United States 02-08-13 Member Since 2012

    Tell us about yourself!

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    "Not for salespeople!"
    What would have made To Sell Is Human better?

    Motivation not stats! I don't think I will be able to finish this. It is boring!, This is not for salespeople or someone who understands that we are all in sales.


    What could Daniel H. Pink have done to make this a more enjoyable book for you?

    More motivational, more sales techniques


    How did the narrator detract from the book?

    He didn't, the content was just not what I was looking for.


    26 of 37 people found this review helpful
  •  
    Sam Motes Tampa 04-27-14
    Sam Motes Tampa 04-27-14 Listener Since 2009

    Audible obsessed lifelong learner.

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    "The salesman in us all"

    The main take away from this book for me was to search for the right questions to ask to drive for understanding rather then on providing answers to the known questions. A second big take away was to surprise the customer by up service via giving them more than expected rather than focusing on up selling. I loved the Jeff Bezos meeting policy of always having an empty chair at the table during meetings to represent the customer to ensure their views and needs have a commanding voice at the table.

    1 of 1 people found this review helpful
  •  
    Gerardo Austin, TX, United States 01-21-13
    Gerardo Austin, TX, United States 01-21-13 Member Since 2011

    Businessman, Technologist, Marketer. Loves to learn and enjoys books. Mostly nonfiction plus historic novels.

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    "Lenghty book with a few solid tips on persuation"

    I had very high expectations for Daniel Pink, maybe that's the problem.

    The first section of the book is all bout why we are all in sales. It could have been done in 2 minutes. Big waste of time. People who don't value sales and the need for persuation would not buy this book in the first place. You can skip those chapters.

    The second part is more interesting. The whole premise is centered in ABC selling: atunement, buoyancy and connection. Good concepts. Daniel could have said: listening, optiimsm/passion and connection. Much simpler.

    Some discussions are lenghty: you could listen to a whole chapter to get one nugget of knowledge of varying levels of usefulness. Still, it's a good book, but not at the top of my list.

    The narration is clear, although after a while it feels a bit too stron (like the author is yelling at you), but it's not a major concern. If you can find a 5 page summary of this book, you would probably get 90% of its value.

    21 of 31 people found this review helpful
  •  
    Ron Belmont, CA, United States 03-11-13
    Ron Belmont, CA, United States 03-11-13
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    "What a waste of money."
    Would you try another book from Daniel H. Pink and/or Daniel H. Pink?

    No. Fool me once, shame on you. Fool me twice, shame on me.


    What do you think your next listen will be?

    Biography of Winston Churchill.


    Did Daniel H. Pink do a good job differentiating all the characters? How?

    This was a business book. What he did do is waste my time. This at best should have been a three page article in a magazine.


    What reaction did this book spark in you? Anger, sadness, disappointment?

    Utter disappointment. In fact, the further removed from the book, the more I realize what a waste it was.


    Any additional comments?

    I don't think this book adds much. Keep your money.

    16 of 24 people found this review helpful
  •  
    Howard Gutowitz 03-11-13
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    "90% inert filler. Author can do better"

    This is a smart guy, and somewhere in here is useful information. But _so_ much filler, so much is useless and repeated constantly. What would have been a brilliant essay is puffed up to a "business book". Try starting at Chapter 7 where the "useful" concentration goes a bit higher.

    12 of 18 people found this review helpful
  •  
    G. House Sr. Sherborn, MA, United States 01-04-13
    G. House Sr. Sherborn, MA, United States 01-04-13 Member Since 2012

    I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.

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    "Evolutionary Assertions codified form the 2010s"

    Pink’s central premise is that most people sell in one way or another and that many of our conceptions about selling are not true or only barely so. For example, extroverts do not make the best sales people – ambiverts do. If you want to know what an ambivert is, you’ll have to listen to the book yourself. I have read dozens of business books and most of them can be condensed down to two or three central ideas and the rest of the work is really window dressing. Pink’s book is not packed with antidotal evidence and arcnae stories supporting his points; rather he attempts to support his opinions with research and a smattering of statistics or at least hinting that statistical evidence exists.

    I purchased a hardcopy so I could make notes in the margin. On balance, I think this and Drive, his previous book, are pretty good and worth the listen. I thought Drive was better but To Sell is Human has a number of good tips that if practiced may increase your sales effectiveness.

    17 of 32 people found this review helpful
  •  
    Julie 10-30-14
    Julie 10-30-14 Member Since 2011
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    "Should have been a blog post Not a Book!"
    What would have made To Sell Is Human better?

    It just wasn't a compelling argument, no good science to back up and should have been maybe a blog post or magazine article.


    Would you ever listen to anything by Daniel H. Pink again?

    I liked Drive - but that had some substance. This nothing!


    What didn’t you like about Daniel H. Pink’s performance?

    It was the content of the book nothing there


    If you could play editor, what scene or scenes would you have cut from To Sell Is Human?

    Turn the beginning chapter and that was the whole book. The rest was redundant and stupid.


    0 of 0 people found this review helpful
  •  
    Christopher 04-02-14
    Christopher 04-02-14
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    "Hear it in the writers own voice"
    Where does To Sell Is Human rank among all the audiobooks you’ve listened to so far?

    This is one of the best audiobooks I have heard. It is directly from the author, so the tonality and emphasis add to the communication of the ideas the author concieved and intended.


    What other book might you compare To Sell Is Human to and why?

    I compared this book to SPIN selling somewhat even thogh they are not really too much alike. However ths book has some information that conicides with SPIN Selling, and knowing and using the two books techniques could work together well.


    Which scene was your favorite?

    I really liked the idea of "interogative self talk" as it relates to a reasearch and creative project I am working on.


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

    Welcome to the next secret in life, that you have to be good at getting others to willingly change thier minds.


    Any additional comments?

    The books value became more apparent after the third time through it, and after having applied its techniques.

    0 of 0 people found this review helpful
  •  
    Mark Leominster, MA, United States 02-10-14
    Mark Leominster, MA, United States 02-10-14 Member Since 2014
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    "Finally!"
    Any additional comments?

    I have been saying that almost everyone is in sales in some form or another for a long time (negotiating for a better curfew as a teenager to a job interview to buying a car). Glad that someone put it together in an very easy to listen to/read! I might be biased as I am a huge fan of Pink's work (along with Gladwell) and would recommend this book to any salesperson or anyone for that matter!

    0 of 0 people found this review helpful
  •  
    Finlay Ohio 06-22-13
    Finlay Ohio 06-22-13 Member Since 2012
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    "Great Social Science Book"

    I'm 2/3rds through this book and I'm already ready to give it five stars. Daniel Pink has great insight into the social sciences, and he applies them superbly to selling in this audiobook.

    His stories are engaging and his style brings the characters he introduces to life.

    When he explained why you need to link selling to experiences instead of product features, I could feel the light bulb above my head.

    Great audiobook.

    2 of 4 people found this review helpful
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