A paradigm-changing examination of what truly motivates us and how to harness that knowledge to find greater satisfaction in our lives and our work....
Daniel H. Pink, the number one best-selling author of Drive and To Sell Is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home....
Lawyers. Accountants. Software Engineers. That what Mom and Dad encouraged us to become. They were wrong....
Influence, the classic book on persuasion, explains the psychology of why people say yes - and how to apply these understandings....
Use data, technology, and inbound selling to build a remarkable team and accelerate sales....
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts....
A Beautiful Constraint will appeal beyond its core business audience to anyone who needs to find the opportunity in constraint....
The sales profession is in the midst of a perfect storm....
We live in an era when business cycles are measured in months, not years. The only way to sustain long term innovation and growth is through creativity - at all levels of an organization....
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program....
Romi Neustadt is passionate about helping others build lucrative direct sales and network marketing businesses that help create lives with more freedom and flexibility....
Ray Dalio, one of the world's most successful investors and entrepreneurs, shares the unconventional principles that he's developed, refined, and used over the past 40 years....
When customers are truly thrilled about their experience with your product, they can become "evangelists"....
Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion....
Presenting 12 breakthrough practices for bringing creativity into all human endeavors, The Art of Possibility is the product of an extraordinary partnership....
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million....
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong....
A ground-breaking new business book from the New York Times number-one best seller. We're all in sales now. Each day millions of people earn their keep by convincing someone else to make a purchase. They sell planes to airlines, oil shares to sheiks, cars to drivers. They sell consulting agreements, magazine subscriptions, and time-shares, double glazing, broadband, fitted kitchens, car insurance, life insurance, pet insurance! Some work in fancy offices with glorious views, others in dreary cubicles, but most look exactly like you. In fact, each and every one of us spends time trying to persuade others to part with resources - money, time, attention - though most of the time we don't realise we're doing it.
Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn or putting the cat out. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter, and in Match.com profiles.
In this new book from the best-selling author of Drive, Dan Pink explores the ways in which we can all improve our sales skills in every area of our lives and identifies the three personal qualities and four essential skills necessary to move people. Relying on science rather than platitudes and analysis instead of exhortation, Dan builds on his own sales experience and on the profiles of some of the world's best salespeople - and makes us look again at our own sales skills.
A good intro into some of the principles of marketing, as a novice I found it very useful
Pink delivers another excellent book - well researched and full of data that makes his points so compelling.
I have listen to Daniel Pink's books and find that they usually don't convince me of their arguments however this book is good. Not that he totally convinced me that it is human nature to sell, perhaps to trade, convince and work for each others benefits, but to sell, well to sell is to scam and this book didn't convince me other than that idea. To say that, not all sales people are scammers but lets face it, no trade is perfect, somebody pays.
It may just be me, but it appears that everything is a New York Times bestseller these days. Most should not be.
Dans book has a few helpful insights, and some of the research is interesting. However, it is in no way groundbreaking, and failed to impress me.
I found the writing to be average, and the material to be only one step up from a series of blog posts.
Basically, I was disappointed. It has been a long time since I have read a book that really blew my mind. And I read four to five of these type books every month.
At first the book sounded like a pep talk for sales people trying to convince us all we are all in sales even if we are not.But I gave the book 30 minutes and it transformed into an enlightened and entertaining eye opener. Glad I took the opportunity to listen in it's entirety. His insights and real world examples really give the prospective business person or entrepreneur some useful advice and tips.Great book enjoyed it,thanks.
4 of 4 people found this review helpful
It may only be February but this is probably the best business book of 2013. If your work involves selling ideas to or moving others, and as explained here most job now do, this books offers ways to get much better at persuasion.
If you liked Drive or A Whole New Mind you will enjoy this audiobook too. It's better as an audiobook because it's read by Daniel Pink himself, an engaging an entertaining speaker, and you get all the added emphasis and meaning he intended. The Fuller Brush mans interaction with Beth is an amusing interlude really brought to life in the audiobook. Daniel Pink puts forward the new ABC of selling everything from product to ideas to motivation. The ideas of Attunement, Buoyancy and Clarity are then explained with a sound evidence base and links to the latest research for each. The research is brought to life with practical examples in the real world away from the lab.
For me the most useful part of this book is the 'Sample Case' or activities given to practice and increase effectiveness in each of the 3 key behaviours. Which is where I will end my review because I'm off to sharpen my improvisation skills.
9 of 10 people found this review helpful
This book is not just for sales people.... except it is because according to the author we are all in sales now (that might make more sense after you have read it).
The book is full of really interesting facts, tips and references to studies done that could have been boring to read, but which were interpreted with wit and enthusiasm.
The only negative I would say is that it could have been better read by a proper narrator... I have heard Dan Pinks ted talks and never found his voice annoying, but in the course of the book it does occasionally go a bit "elmo-ish", but maybe that's by british ears!
2 of 2 people found this review helpful
I was quite excited about this book but it really wasn't all that great.
There are inspired moments and entertaining moments but they're buried amongst aimless rambling and total boredom. I found myself drifting off and thinking about other things because it was quite boring. Also haven't gained much knowledge that's useful in the real world.
Maybe my standards were a bit high going in to this book( I've been on a Seth Godin marathon recently) but it's just a bland book really.
1 of 1 people found this review helpful
If you could sum up To Sell Is Human in three words, what would they be?
Structured, insightful and clear.
What was one of the most memorable moments of To Sell Is Human?
Breaking selling down into 3 simple rules.
Was this a book you wanted to listen to all in one sitting?
Any additional comments?
A great read and a brilliant Sales 101 for non-sales people. Well worth a read/listen!!
1 of 1 people found this review helpful
It may be a localisation thing but I found listening to this quite hard.
The narrator's emphasis was in weird places at least in accordance to my view
This made the overall experience less easy than ideal.
Additionally, the style of the authors arguments felt very repetitive.
I did enjoy the content, but feel the delivery and format could have been very slightly tweaked to great benefit
Enjoyed Very interesting, relevant, instructive and in line with current life requirements. Recommend to everyone who want improve interpersonal skills.
Yes we need sales. How many chapters do you need to make the same point.
This book begins with a logic that is somewhat convoluted. At it’s basic argument it goes a little like this: 1. Sales jobs require flexibility 2. All jobs increasingly demand more flexibility 3. Therefore everyone is a salesperson… It’s a fallacious argument but sadly just the surface of this BS peddling, continuing the flawed logic with: 1. Sales requires you to convince and persuade people 2. As part of your job you convince and persuade people 3. Therefore you’re a salesperson… It’s ridiculous and a bit of a stretch to the definition of the salesperson. On this vacuous plain of reasoning one could argue that – 1. Dogs eat food 2. You eat food 3. Therefore you are a dog.
Perhaps this complete disregard of logical arguments and word definitions should have been a warning of what was to come but alas I was still bewildered by the littering of jargon, which I can only presume (as there was no introduction to such terms) that were supposed to be synonyms for “sales”. Terms like “moving people” seem empty when compared to the attempt he takes in the beginning of the book to apply “sales” to us.
Dan Pink draws from some interesting studies, lending his writing an air of authority but for someone who is clearly knowledgeable about a lot of reputable research it is surprising to learn of his complete ineptitude at critical reasoning or interpretation. Pink takes the results of studies that are focused on isolated phenomena and erroneously generalises them across a wide range of theoretical situations. The researchers who conduct such studies acknowledge their limitations, something he does not do.
He makes the rookie error of mistaking statistics for being absolute descriptors of people and behaviour when they are frankly not even close. Putting everybody under the umbrella of majority statistical results, in itself a distorted view of the real world. It is always a red light warning when somebody draws from research uncritically and mashes it together with a bunch of meaningless stories, old wives tales and tid-bits. This is a clear example of a cherry-picked argument.
Later in the book Pink pulls outs the over simplified (and simply wrong) cliché of “introvert” “extrovert” leaning a lot of weight on this way of thinking without any consideration to its legitimacy. Sure it sounds snappy but reality isn’t black and white like that – people behave differently in varying situations – the introvert, extrovert perspective is a false dichotomy.
He gives an anecdote at the end of the book about a website he visited. He gets all “mightier than though” about a webpage titled “upselling”, ditching his whole order because of the terminology of a html address. If one held his standard of generalising and presumption then this book would hold no value based on the first mistake, error and clumsy reasoning he p*sses on the page, not to mention the continued literal diarrhoea that was Pink’s book.
It is really great until the second half of this book where it feels like the writer didn't give the same time for quality then as he begun. Overall it is ok.
This is probably a good book if you are looking for motivations to view sales in a new light. I wanted it to convince me of the proposition that it puts on its front cover. In that regard it is in the category of "not even wrong".
1 of 1 people found this review helpful
Daniel Pink helps anybody looking to learn how to create forward momentem in moving people both in and out of the sales arena.
his book is pleasently simple to understand and entertaining, yet he goes further than just imparting knowledge with a series of exercises to help turn these facts into life skills.
More than half of the chapters are written to convince you that everyone is in sales today. If you already know that, you'll be bored.
The part on pitching is the best part of the book
this book opened a new world for me in sales. there was a lot i didnt know about eventhough i been in the sales game for quite a while . I highly recommend it.
takes a while to get into it. I skipped through to chaper 3 or 4 because I was time poor. But useful information.
Dan tackles the sales dilemas, myths, reputational concerns, challenges and provides practical approaches with depth and meaning that gets well beyond the "doing" of sales. Dan rightly focuses on the "being" of sales and provides great examples and evidence to support it all.