To Sell Is Human
The Surprising Truth About Moving Others
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4.0 • 23 Ratings
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- $16.99
Publisher Description
#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
From the bestselling author of Drive: the insightful and pragmatic book that explores the powerful role selling plays 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.
PUBLISHERS WEEKLY
Pink (A Whole New Mind) has a new message and it is one most people may not want to hear: "We're all in sales now." Like discovering your favorite professor in a box, his fast-moving screed is packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples. He introduces a number of key concepts, such as "social cartography" and an update of Robert Cialdini's "contrast principle", to illustrate the importance of sales. Pink then discusses "how to's" via "motivational interviewing" and doles out specific tasks, such as learning how to obtain crucial information by asking better questions. His citations of relevant research studies, quizzes, exercises, and admonitions keep readers involved, active, and ready to reach for additional resources. For those tempted to turn away, Pink's examples of companies that didn't remain current, like Encyclopedia Britannica (remember them?), are a wakeup call and really drive his point home. Even if readers only absorb Pink's section on types of sales pitches, they'll understand why this book deserves a good, long look.
Customer Reviews
A must read
A simple and articulate read about how 'sales' can be one of the most honourable careers and lifetime commitments...if you are doing it for the right reasons. Full of big picture insights and lots of practical hands on tips. You will want your full team to read this before your next sales meeting.