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To Sell Is Human: The Surprising Truth About Moving Others Hardcover – December 31, 2012
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—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."
"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."
"A roadmap to help the rest of us guide our own pitches."
“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
Top Customer Reviews
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.Read more ›
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.Read more ›
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.Read more ›
Most Recent Customer Reviews
To Sell is Human was a good book about selling in today's environment (this is coming from someone who sells and has sold as a career for the past 10 years). Mr. Read morePublished 10 days ago by Avid Business Reader
must read for anyone selling or marketing or just trying to get things done in big organizations or smallPublished 15 days ago by pffitz2
I enjoyed the book. Good insight around 21st century business development. I liked the concept of "attunement" with clients - and being personal and purposeful in your... Read morePublished 1 month ago by Ian Foster
It used to be that 1 out of 9 people were in sales. These days, Dan Pink argues, the other 8 are also in sales. Read morePublished 1 month ago by Dirk Haun