To Sell Is Human
The Surprising Truth About Moving Others
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3.7 • 329 Ratings
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- $8.99
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.
Customer Reviews
Thought provoking
Great book for anyone that has an skepticism with sales. This book provoked new ideas and concepts with sales that made me excited to use at work. Great examples given throughout the book to support examples and ideas. Also lots of "extras" to learn from - links from other authors, etc. Great read!
Nothing new
If you have been in sales this book just reminds a good sales person of the obvious. People new to sales will benefit, but don't spend your money if you have been in sales for a while.
Way too high view.
At the end of the day. Yes you are always selling and doing things. However, certain professions require extroverts and applicable knowledge that you have as value for the potential client. If you are offering structured financing and offer the best in class approach to providing them their needs. You show your knowledge and how it works for their specific needs. It’s a sale. You still sell and some people sell complex solutions that businesses need and they need knowledgeable sales reps to do business with. Yes you need to further your breadth and approach. That’s marketing and covering all bases. This is pretty boring stuff for a Equipment Finance professional whom sells a needed good for a lot of us capital intensive businesses.