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To Sell Is Human: The Surprising Truth About Moving Others [Kindle Edition]

Daniel H. Pink
4.5 out of 5 stars  See all reviews (441 customer reviews)

Print List Price: $16.00
Kindle Price: $7.99
You Save: $8.01 (50%)
Sold by: Penguin Group (USA) LLC

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Book Description

#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.


Editorial Reviews

Review

"Full of aha! moments . . . timely, original, throughly engaging, deeply humane."
strategy + business

“A fresh look at the art and science of sales using a mix of social science, survey research and stories.”
—Dan Schawbel, Forbes.com

"Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment."
Bloomberg 

"Excellent…radical, surprising, and undeniably true."
Harvard Business Review Blog

“Pink has penned a modern day How to Win Friends and Influence People... To Sell Is Human is chock full of stories, social science, and surprises…All leaders—at least those who want to ‘move’ people—should own this book.”
Training and Development magazine

"Vastly entertaining and informative."
—Phil Johnson, Forbes.com

"Pink one of our smartest thinkers about the interaction of work, psychology and society."
Worth

"A roadmap to help the rest of us guide our own pitches."
Chicago Tribune

“Like discovering your favorite professor in a box…packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples… this book deserves a good, long look.”
Publishers Weekly (starred review)

"An engaging blend of interviews, research and observations by [this] incisive author"
The Globe and Mail

 

About the Author

Daniel H. Pink is the author of four books, including the long-running New York Times bestsellers Drive and A Whole New Mind. His books have been translated into thirty-three languages and have sold more than a million copies in the United States alone. Pink lives with his family in Washington, D.C.

Product Details


Customer Reviews

Most Helpful Customer Reviews
308 of 330 people found the following review helpful
5.0 out of 5 stars To sell is human; to give a referral, divine December 31, 2012
Format:Hardcover
What, another book about selling?

No, this is not "another" book about selling. I've read a lot of them, written a few of them, and I can tell you: This book stands alone in a special category.

Why? Because Dan Pink was just an eentsy-teentsy bit uneasy about the notion of himself as a salesperson when he started researching the book. He doesn't say so directly, but you can tell, reading between the lines.

Now, fast-forwarding to the end of the book, you can see he is TOTALLY comfortable with the identity of someone who sells. As a result of what he learned.

That's important -- because most people are uncomfortable with sales, whether that means being a salesperson, doing the act of selling, being sold something, or, in many cases, they are fundamentally uncomfortable that the activity of "sales" exists at all, anywhere in the world.

I know, because I sell for a living. I do it behind the keyboard of a computer, for the most part. As an advertising copywriter.

You might wonder if I'm selling you right now. My answer is no, and maybe, since I made a decision in my career long ago never to sell something to someone for whom I don't think that something is right; and always to do my best to give a person I think a product or service is right for, EVERY opportunity to consider getting it, so they will get it.

That's my definition of selling. Since I don't know you, I would have to break my own rules to try and sell you this book.

But I can give you five categorial "if-then" statements to tell you what kind of people I think this book is for, and what kind of people it is not for:

1. If you are committed to hating selling no matter what, forget about it.
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164 of 179 people found the following review helpful
5.0 out of 5 stars Provocative January 1, 2013
Format:Hardcover
Dan Pink has a knack for providing provocative books about the changing world of work, and in this case, changing the way we look at the art and science of sales. Pink breaks it all down superbly in this new masterpiece.

Since Amazon doesn't have the Table of Contents, here's a look at what's inside:

A. REBIRTH OF A SALESMAN

1. We're All in Sales Now - Some 1 in 9 workers still earn a living in traditional sales. The other 8 in 9 are engaged in "non-sales selling." We devote upward of 40 percent of our time on the job to moving others.

2. Entrepreneurship, Elasticity, and Ed-Med - Elasticity in job roles ensures a lot of non-sales selling. The fastest growing industries are educational services and health care (ie. Ed-Med.) Jobs in these areas are all about moving people.

3. From Caveat Emptor to Caveat Venditor - We've moved from a world of caveat emptor (buyer beware) to one of caveat venditor (seller beware)-- where honesty, fairness, and transparency are often the only viable path.

B. HOW TO BE

4. Attunement - Bringing oneself into harmony with individuals, groups, and context. Illustrates the three rules of attunement and why extraverts rarely make the best salespeople.

5. Buoyancy - Learn from life insurance salespeople and the world's premier social scientists what to do before, during, and after your sales encounters.

6. Clarity - The capacity to make sense of murky situations. One of the most effective ways of moving others is to uncover challenges they may not know they have.

C. WHAT TO DO

7. Pitch - The six successors of the elevator pitch and how and when to deploy them.

8.
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267 of 301 people found the following review helpful
3.0 out of 5 stars Pink's Rethink on the Notion of Selling December 31, 2012
Format:Hardcover
Years ago, Daniel Pink, got my full attention with his book, A Whole New Mind, that argues for the embracing of the creative in our workplaces, in our education system and in our culture. As I recall, I read that book in two days.

Then came Pink's highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.

Daniel Pink's writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.

When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research.
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Most Recent Customer Reviews
4.0 out of 5 stars Four Stars
consists of a few fairly respectable insights.
Published 9 days ago by Loughlin Tatem
5.0 out of 5 stars Great for non-sales persuasion too!
I just loved this book. Not only did it give me a new outlook on my feeling
that I’m a wrong-doer when I try to “sell" something (even if it’s just to try
to... Read more
Published 13 days ago by Celeste S. Magers
4.0 out of 5 stars Worth Reading!
Great insight. Appreciate for sharing! And surely recommend to People. :)
Published 16 days ago by M A Kuthubudeen
5.0 out of 5 stars Five Stars
Great information, very readable.
Published 17 days ago by Wendy Davidson
5.0 out of 5 stars Five Stars
Love it!
Published 17 days ago by Jesse Resari
5.0 out of 5 stars Five Stars
Insighful, full of case studies.
Published 18 days ago by Ahmet
5.0 out of 5 stars Certainly a new way of looking at the "sales" career
As a person that's been in sales for over 20 years I love how this book has shined a new light on this great career choice. Read more
Published 19 days ago by Robert Kirk
3.0 out of 5 stars Interesting read
For someone entering the sales field this book gave me the emotional ammo I was looking for. Will be thumbing through my notes for years to come.
Published 20 days ago by Dan
5.0 out of 5 stars great read
Great read. Like the spin on win-win an old international relations theory. Highly recommend it to anyone who wants to be influential.
Published 22 days ago by Stephanie Sylvestre
5.0 out of 5 stars Five Stars
Fantastic book! Refreshing and opens your eyes to what makes others tick.
Published 25 days ago by Schwartz219
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More About the Author

Daniel H. Pink is the author of five provocative books about the changing world of work -- including the long-running New York Times bestsellers, A Whole New Mind and Drive. His books have been translated into 34 languages and have sold more than 2 million copies worldwide.

Pink's latest book, To Sell is Human, is a #1 New York Times business bestseller, a #1 Wall Street Journal Business bestseller, and a #1 Washington Post nonfiction bestseller.

In 2013, Thinkers 50 named him one of the top 15 business thinkers in the world. He serves on the board of directors and advisory boards of several non-profits and startup companies.

A graduate of Northwestern University and Yale Law School, Pink lives in Washington, DC, with his wife and their three children.

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