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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.
Customer ReviewsMost Helpful
By Cari Rich on 07-26-15
Great content, perhaps better in print
Once upon a time I read Drive by Daniel Pink
Every day after that, I thought about his concepts around workplace motivation
One day I realized I needed to know more I don't know much about sales even though I've been in a "sales-adjacent" industry my entire career
Because of that I downloaded the audiobook "to sell is human"
Because of that I learned quite a bit about sales and non-sales selling, and even more about motivating and moving others
Until finally I felt compelled to share my love of the book with you all in the form of a Pixar pitch.
Ok, so the pitch could use some work. But you should read this book. Even if you don't think you're in sales or care about motivating others.
He does a good job summarizing interesting social science research about optimism, disposition, extra/intro/ambiverts and much more.
I admire authors who read their own audiobooks, but Pink's delivery was flat and it took me a while to get used to his narration. He's a dynamic speaker, but his presentation skills did not come across in this performance.
The other downfall of the audiobook format is in the "sample case" exercises after each section. These are better suited to print or ebook format. Listening to an author spell out URLs isn't especially helpful.
I found the content compelling and may end up buying a print copy so I can take advantage of some of the exercises.
12 of 12 people found this review helpful
By Gerardo on 01-21-13
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.
46 of 60 people found this review helpful