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To Sell Is Human: The Surprising Truth About Moving Others Paperback – Illustrated, December 3, 2013

4.5 out of 5 stars 2,098 ratings

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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 is 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.

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Product details

  • Publisher ‏ : ‎ Riverhead Books; Illustrated edition (December 3, 2013)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 272 pages
  • ISBN-10 ‏ : ‎ 1594631905
  • ISBN-13 ‏ : ‎ 978-1594631900
  • Item Weight ‏ : ‎ 9.2 ounces
  • Dimensions ‏ : ‎ 8.94 x 0.87 x 6.02 inches
  • Customer Reviews:
    4.5 out of 5 stars 2,098 ratings

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Customer reviews

4.5 out of 5 stars
4.5 out of 5
2,098 global ratings
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Top reviews from the United States

Reviewed in the United States on July 24, 2018
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Reviewed in the United States on February 20, 2019
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Reviewed in the United States on July 6, 2016
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Reviewed in the United States on May 19, 2015
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Reviewed in the United States on April 19, 2018
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Top reviews from other countries

Nick Michelioudakis
5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on July 14, 2016
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5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on July 14, 2016
Q: What does a book on ‘Selling’ have to do with teachers?!? A: A great deal apparently! Pink starts by pointing out two facts: a) the fastest growing fields today are Ed – Med (Education and Medicine – ok, we sort of knew that) and b) an incredible 40% of our time is spent in non-sales selling!! We sell clients on how great we are and we sell learners on English (or maths, history, etc.)! That involves a lot of presentation, communication and persuasion skills. Pink can help us with all three of them.
Pink has studied communication extensively and he has lots of interesting things to say on how to write catchy e-mail titles (p. 167), tweets (p. 170) and why using visuals is so important (p. 180). But he also gives us the results of a number of studies on such fascinating topics as...
...Labelling (p. 138): In a Prisoner’s Dilemma type of game, 33% of the participants cooperated when they were told it was called ‘The Wall-Street Game’ but the number doubled when others were told they would be playing ‘The Community Game’. The same effect was found when some students were labelled ‘tidy’ as opposed to a controlled group (Moral: Label you students positively and they will live up to the label!)
...Facilitation (p. 142): In another study, students who had been singled out for their pro-sociality by their peers, were asked to contribute to a food drive for charity. The same was done with others classified as ‘selfish’. The results: 8% of the former but 25% of the latter donated food! Why? The ‘selfish’ students had been given clearer instructions about what to donate and when! (Moral: motivation aside, direct behavioural instructions [‘Do this!’] can go a long way towards ensuring compliance).
...Persuasion Techniques: Here is one: instead of asking students whether they have studied for a test which might trigger ‘Psychological Reactance’ we could ask them ‘How ready are you for the test? Say on a scale from 1 to 10?’ When they answer, we can then follow up with the fantastic ‘Why not a lower number?!?’ This forces them to focus on the positive (what they have done) and shows them what they still need to work on! Excellent!! (p. 213)
What makes the book so readable is that Pink also gives readers many real life examples. Here is my favourite one: On page 213 of the book there is a picture which hangs on the wall of an Italian restaurant. The picture is that of the owner and it reads: ‘If you had anything less than a great experience at ‘il Canale’, please call my cell: 703-624-2111’!! Now think: how many DOSs would be prepared to do such a thing? :-)
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13 people found this helpful
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sweavo
2.0 out of 5 stars Colour me skeptical
Reviewed in the United Kingdom on May 28, 2017
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9 people found this helpful
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William Cohen
5.0 out of 5 stars These days we all have to sell - and if you don't agree, you can go to hell!
Reviewed in the United Kingdom on January 22, 2017
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3 people found this helpful
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@Timothy_Hughes
5.0 out of 5 stars Provides advice and guidance for anybody taking their first steps into sales.
Reviewed in the United Kingdom on September 6, 2021
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MissB
4.0 out of 5 stars This is brilliant. Lot of American references I found hard to ...
Reviewed in the United Kingdom on August 20, 2016
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2 people found this helpful
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