To Sell Is Human

The Surprising Truth about Moving Others

By: Daniel H. Pink

Narrated by: Daniel H. Pink

Length: 6 hrs and 6 mins

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

Critic reviews

"Full of aha! moments...timely, original, thoroughly engaging, deeply humane." (strategy + business)

"A fresh look at the art and science of sales using a mix of social science, survey research and stories." (Dan Schawbel, Forbes.com)

"Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment." (Bloomberg)

Love when the Author does the reading

Enjoyed the stories and examples as well as take aways I can use in my day to day process

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.

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.

Great ideas and techniques

Where does To Sell Is Human rank among all the audiobooks you’ve listened to so far?

This book ranks right at the top

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

Seth Godin's Icarus Deception, Brene' Brown's Daring Greatly

Any additional comments?

Excellent book for those interested in selling or those interested in influencing or supporting others in seeing your point of view. The realization that we all sell in one form or another affords us the opportunity to consciously move others. Whether we are selling a product, service, idea or ourselves this book is informative and an easy listen. Daniel Pink uses stories real life experiences and data to give us a glimpse into our lives. If you sell for a living this is a must listen, and if you wish to persuade people to at least listen to your ideas or move them to action don't miss this book.

great book

very good descriptions with excellent examples on how to implement the ideas presented in each chapter

Holy shit, I did not see this coming

This is not just a selling book. This book covered so much about the human condition in the post Internet revolution

Keen insights!

Daniel Pink gives some amazing thoughts and insights in To Sell Is Human. I thoroughly enjoyed it.

very informative

solid book very informative and useful. I think everyone not just sales people can benefit from this. but salespeople can benefit immensely from this

Pink is a great storyteller

filled with research based data but at the same time it is very entertaining and fun to listen to. includes some very practical info. narration by Pink is also alwesome

Great Stories

I enjoyed the practical examples. I learned new view points. I was reminded of that lessons. The ending felt abrupt. I will listen again and again while applying. This book is based on face to face communications. Many lessons aligns with Persuasion Power by Alvin Day