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To Sell Is Human: The Surprising Truth About Moving Others Paperback – December 3, 2013
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"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."
"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."
"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
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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David Garfinkel wrote a great review - which echoes my sentiments - so I won't wast your time - just go read his review... I did however steal what I believe is the best part of his review --- sell below:
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. Don't read this book, seeing as Dan will make you hate yourself in the morning, because you won't have any reasons left to keep hating selling -- and all that hatred would have to go somewhere else, now wouldn't it?
2. If you like the idea of selling and/or selling is part of your job, but you think you're "just not cut out" for selling, I STRONGLY recommend this book. That's because Dan proves very logically and plausibly that there simply is no such thing as a "natural" when it comes to selling. He also shows that anyone can learn to sell effectively in a style that is consistent with their values -- a style of selling that lets them sleep well at night.
3. If you think you know all that there is to know about selling, don't get this book. You'll be disappointed that there's "nothing new." You have to think that, since you are predisposed to coming to that conclusion, regardless of the facts.
4. If you love to learn for the sake of learning, you'll love this book. Because you'll find plenty of new and delightful insights that will make this book worth reading for those insights alone.
5. If you are a top salesperson and you want to stay that way, you might as well get this book. It's all but required reading for you. Because Dan makes a distinction I haven't seen made as pragmatically anywhere else. A distinction that will help you sell more and keep you from making boneheaded mistakes that even the best of salespeople could get away with, and frequently did, as recently as a few years ago.
Great book - I think we all should read it and own it. Great job Dan!
Research backs up the approaches Dan presents. Overall, implementing the skills in this book make us better human beings working in conjunction with others. We are all sales people.
Now, if you agree that we are all in the "business" of persuasion under one form or another - what Pink calls "non-sales selling" - look at the two following variations :
- Sales Selling: engaging with prospects, persuading them of the value of a product/service and "closing a deal". This is the traditional image we get from "sales". Pink has a number of tips for this category of activities.
- Building persuasive systems that engage with prospects and help drive your point. Building empathy, designing a complete experience with an interlocutor, getting feedback, etc. Pink provides an excellent cross-disciplinary perspective on this variation.
Contrary to some reviews, this book doesn't reflect that Pink is a good "thinker" but rather a good "aggregator". His recommendations are based on a variety of researches ranging from cognitive sciences to art to business, in addition to the pure anectodical that you may choose to get entertained with or ignore. I got entertained.