To Sell Is Human

  • by Daniel H. Pink
  • Narrated by Daniel H. Pink
  • 6 hrs and 6 mins
  • Unabridged Audiobook

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.

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Customer Reviews

Most Helpful

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.
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- Gerardo "Businessman, Technologist, Marketer. Loves to learn and enjoys books. Mostly nonfiction plus historic novels."

Not for salespeople!

What would have made To Sell Is Human better?

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.


What could Daniel H. Pink have done to make this a more enjoyable book for you?

More motivational, more sales techniques


How did the narrator detract from the book?

He didn't, the content was just not what I was looking for.


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- Joanne "Tell us about yourself!"

Book Details

  • Release Date: 12-31-2012
  • Publisher: Penguin Audio