To Sell Is Human by Daniel H. Pink
The Surprising Truth About Moving Others

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The question is, will people in sales really learn anything...so much of this is clunking common sense – the advice to "listen to people", for example – that one wonders whether shifting this book is, perhaps, the best sales trick of all
-Guardian

Synopsis

#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller

From the bestselling 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 fifteen 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 extraverts 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.
 

About Daniel H. Pink

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Daniel H. Pink is the author of the acclaimed national and international bestseller Free Agent Nation. A contributing editor at Wired magazine, he has written articles and essays for The New York Times, Harvard Business Review, Salon, Slate, Fast Company, and other publications, and has provided analysis of business and social trends on dozens of television and radio programs.
 
Published December 31, 2012 by Riverhead Books. 273 pages
Genres: Business & Economics, Health, Fitness & Dieting, Self Help, Parenting & Relationships, Arts & Photography, Education & Reference. Non-fiction
Bestseller Status:
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Peak Rank on Feb 03 2013
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Weeks as Bestseller
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Critic reviews for To Sell Is Human
All: 4 | Positive: 2 | Negative: 2

Guardian

Above average
Reviewed by Ben East on Mar 10 2013

The question is, will people in sales really learn anything...so much of this is clunking common sense – the advice to "listen to people", for example – that one wonders whether shifting this book is, perhaps, the best sales trick of all

Read Full Review of To Sell Is Human: The Surpris... | See more reviews from Guardian

LA Times

Below average
Reviewed by Andrew Hill on Jan 06 2013

Many of the new techniques are neither as surprising nor as different as modern salesmen such as Pink might have us believe.

Read Full Review of To Sell Is Human: The Surpris... | See more reviews from LA Times

Tulsa World

Excellent
Reviewed by Daniel Akst on Jan 06 2013

This one is fun, and readers will be well-served if they adopt its wholesome message.

Read Full Review of To Sell Is Human: The Surpris...

The Economic Times

Excellent
Reviewed by ET Bureau on Jan 11 2013

To Sell Is Human offers a fresh look at the art and science of selling.

Read Full Review of To Sell Is Human: The Surpris...

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78%

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