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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 (392 customer reviews)

Print List Price: $16.00
Kindle Price: $9.99
You Save: $6.01 (38%)
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
244 of 263 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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71 of 75 people found the following review helpful
5.0 out of 5 stars Eye Opening December 13, 2013
Format:Kindle Edition
I love when a book is grounded in and incorporates solid social science work; it makes for a much more solid argument. The author, Daniel H. Pink, makes a very fascinating point and clearly communicates why it has significance. At the end of the day, we can all benefit from further insight on how to become more persuasive and thoughtful people - especially towards others. This undeniably challenged so many preconceptions about the interactions we have with people. It's like I notice so much how everything is dependent on some transaction to trade. A bit disappointing, but eye-opening.

I think I will be able to take what I learned in this book and translate it to other aspects in my life. I was led to this book after reading Creativity, 63 short exercises to a Happier Life by Dr. Andrew Goodman (which is another fantastic resource in the genre, I might add). I found both of these book to be excellent resources in personal and social growth and interaction!
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151 of 166 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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258 of 290 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
3.0 out of 5 stars Good advice if you haven't read much of his source material
This book is a good summation of other material and makes the case nicely for a more collaborative approach to selling. Read more
Published 3 days ago by Anonymous
5.0 out of 5 stars Fresh
I found this book to be a fresh take on selling in this day and age. I plan on using several ideas in this book to make connections and move others. Great book.
Published 5 days ago by Jim Hunt
4.0 out of 5 stars To sell is human
Great advice, well worth the read :) Slow start, but the concepts are terrific. The new ABCs of selling will stick with me
Published 5 days ago by Matt
5.0 out of 5 stars very useful and applicable advice
The book is very interesting and easy to read. I thought it brought a unique perspective to selling, much different than many slick and hyped up methods and books. Read more
Published 7 days ago by Ed Goard
5.0 out of 5 stars refreshing insight on the broad aspect of sales
Can we fix it? Good way to sum up the book with the theme of "everyone" now being involved in sales regardless of job title. Read more
Published 8 days ago by Vol Fan
5.0 out of 5 stars Very convincing and well organized
Really helpful. For all the guys who still think that to sell is bad. Opens your mind. A very good read.
Published 11 days ago by Yulia Kim
4.0 out of 5 stars Invaluable Information
As a leader within the Financial Services Industry, I provided Mr. Pink's book to several employees to provide an additional tool within their arsenal of selling skills.
Published 14 days ago by Michael Bartelle
5.0 out of 5 stars simply incredible
Pink does it again...each time I feel like my team and I need inspiration, I know where to turn. Thank you
Published 15 days ago by David W
1.0 out of 5 stars Really ??
After reading this book I have started questioning the "ratings" on Amazon. I was browsing through the books section and after reading a couple of raving reviews and... Read more
Published 16 days ago by pl987
4.0 out of 5 stars Daniel Pink Has a Great Writing Style
Daniel Pink has a great writing style and this book is just another example. I enjoyed looking at the art of selling in a whole new way.
Published 17 days ago by Mrs. D.
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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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