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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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.
More motivational, more sales techniques
He didn't, the content was just not what I was looking for.
No. Fool me once, shame on you. Fool me twice, shame on me.
Biography of Winston Churchill.
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.
Utter disappointment. In fact, the further removed from the book, the more I realize what a waste it was.
I don't think this book adds much. Keep your money.
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.
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.
I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.
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.
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.
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.
I am not a sophisticated reader but I do enjoy a lot of different categories of books. I enjoy historical non-fiction, humorous books by the likes of David Sedaris and Tina Fey, I enjoy some science fiction, and I like self-help books focused on depression and anxiety. Oh, and I like the occasional business related books about online marketing. Additionally, I'm particularly fond of books read by Will Patton. He's really quite amazing.
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.
Strategian, Team Coach
Novel selling guide!
Fresh views, good stories, it works very well as audio book! Fascinating stories!
Pink's voice is very good for audio book.
Bryce Forney, CPA
I would listen again because the content was engaging and foundational
The concept that serving is selling and those who serve optimally as leaders
The car sales person who came from a family of auto sales
The introduction of non-sales selling, meaning all of the communications we engage in to move others.
It would be trite to say this is the best book on sales, and yet it is at least in how effective it communicates the concepts and contrasts sales of today with sales back in the day where the buyers now arrive well informed
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