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To Sell Is Human

The Surprising Truth About Moving Others

This book is available for download with iBooks on your Mac or iOS device, and with iTunes on your computer. Books can be read with iBooks on your Mac or iOS device.

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.

From Publishers Weekly

Feb 04, 2013 – Pink (A Whole New Mind) has a new message and it is one most people may not want to hear: "We're all in sales now." Like discovering your favorite professor in a box, his fast-moving screed is packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples. He introduces a number of key concepts, such as "social cartography" and an update of Robert Cialdini's "contrast principle", to illustrate the importance of sales. Pink then discusses "how to's" via "motivational interviewing" and doles out specific tasks, such as learning how to obtain crucial information by asking better questions. His citations of relevant research studies, quizzes, exercises, and admonitions keep readers involved, active, and ready to reach for additional resources. For those tempted to turn away, Pink's examples of companies that didn't remain current, like Encyclopedia Britannica (remember them?), are a wakeup call and really drive his point home. Even if readers only absorb Pink's section on types of sales pitches, they'll understand why this book deserves a good, long look.

Customer Reviews

Nothing new

If you have been in sales this book just reminds a good sales person of the obvious. People new to sales will benefit, but don't spend your money if you have been in sales for a while.

Are We Problem Finders or Problem Solvers?

Recommend this book highly as a thought provoking exercise - it makes us look at things in a different light, and while that may seem cliche, Daniel Pink has proven himself as a thought influencer time and time again, and he's done it again - Sale On!

To Sell really Is Human

To Sell Is Human by Dan Pink starts a bit slow as he explains his thesis - which is the same as the title - but is totally engrossing once you get past the opening. This is a book that anyone interested in organizational and/or human behavior will enjoy. And, as always, Pink backs up everything with the latest research in the field. I'm writing this review as I probably wouldn't have read this book, just based on the title, if a friend whose opinion I trust hadn't recommended it. I have now passed it on!

To Sell Is Human
View in iTunes
  • $12.99
  • Available on iPhone, iPad, iPod touch, and Mac.
  • Category: Marketing & Sales
  • Published: Dec 31, 2012
  • Publisher: Penguin Publishing Group
  • Seller: Penguin Group (USA) Inc.
  • Print Length: 272 Pages
  • Language: English
  • Requirements: To view this book, you must have an iOS device with iBooks 1.3.1 or later and iOS 4.3.3 or later, or a Mac with iBooks 1.0 or later and OS X 10.9 or later.

Customer Ratings

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