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

Daniel H. Pink
4.4 out of 5 stars  See all reviews (534 customer reviews)

Print List Price: $16.00
Kindle Price: $8.35
You Save: $7.65 (48%)
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

  • File Size: 1727 KB
  • Print Length: 272 pages
  • Publisher: Riverhead Books; Reprint edition (December 31, 2012)
  • Sold by: Penguin Group (USA) LLC
  • Language: English
  • ASIN: B0087GJ8KM
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #9,159 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
396 of 423 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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177 of 194 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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289 of 327 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
5.0 out of 5 stars Five Stars
Brilliant! I love all his books.
Published 7 days ago by Loving Life!
5.0 out of 5 stars Five Stars
Excellent insights into new age selling techniques.
Published 11 days ago by sanjeev
5.0 out of 5 stars Great book on conveying ideas to others.
I've inherently known that selling is really motivating others. I spend a large part of my work day selling ideas, helping others fulfill their ideas, and ensuring my customer is... Read more
Published 14 days ago by Amazon Customer
5.0 out of 5 stars I found it very relevant to our new hyper-connected world and...
Thought-provoking with lots of enjoyable anecdotes. I found it very relevant to our new hyper-connected world and thoroughly enjoyed it.
Published 14 days ago by Gloria
4.0 out of 5 stars Easy and practical read on how to be more persuasive
It's a very easy read and simply put. It offers several practical tips on how to be a better salesperson and more persuasive. Read more
Published 16 days ago by David Jorjani
2.0 out of 5 stars Part one of the book is interesting but the rest ...
Part one of the book is interesting but the rest of it offers little valuable practical advice for those who find themselves on the trenches wishing to sell more.
Published 17 days ago by ssnlp
5.0 out of 5 stars It's Not Just About Selling; It's About Influencing and Moving Others
This is the first book I've read from Daniel Pink but I thoroughly enjoyed this and plan to read more of his books. Read more
Published 20 days ago by Mike Mutzel, MS(c)
5.0 out of 5 stars Five Stars
Fantastic read.
Published 20 days ago by Gary Sanders
5.0 out of 5 stars Five Stars
Everyone is in sales....
Published 23 days ago by rick
5.0 out of 5 stars Five Stars
So glad that this book validates my point of view that everyone sells, they just don't realize it.
Published 26 days ago by Amy Dordek
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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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