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To Sell Is Human: The Surprising Truth About Moving Others

To Sell Is Human: The Surprising Truth About Moving Others 下载

Daniel H. Pink (Author)

Hardcover: 272 pages
Publisher: Riverhead Books (December 31, 2012)
Language: English

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Product description

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing

#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.
To Sell Is Human: The Surprising Truth About Moving Others 下载

Editor opinion


"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,

"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,

"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."
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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To Sell Is Human: The Surprising Truth About Moving Others 下载

To Sell Is Human: The Surprising Truth About Moving Others 下载

user review


-You have to believe in the product you're selling--and that has to show.



One of the problems Pink points out that we have when it comes to communicating is that we don't help people identify the correct problem. This is huge for preaching, helping people see what they could fix. Pastors often answer questions people aren't asking, and therefore don't move the people they are preaching to.


Pink starts out by telling us how his book is for more than just salesman. The reality though, is that everyone is in sales. You may not make cold calls or get people to buy things, but you are seeking to motivate people everyday. Whether that is a boss, a child, a spouse or a friend.



Pink replaces the old standard ABC rule in sales; "Always Be Closing" with a new ABCs-- Attunement, Buoyancy, and Clarity. He proceeds to explain what he means by each in the following chapters of the book. Briefly, attunement is bringing oneself into harmony with individuals, groups and contexts. Buoyancy is the quality that combines grittiness of spirit and the sunniness of outlook. It's what allows salespeople to overcome the "ocean of rejection" they face every day and still function. Clarity is the capacity to make sense of complex situations, that gray area we all try to avoid. Salespeople become problem finders rather than problem solvers.


Overall, a worthwhile book for leaders or preachers.@@@@We're all salespeople now!



At the end of each chapter in parts 2 and 3 are dozens of techniques assembled from fresh research and best practices around the world. Pink maintains that the ability to move others to exchange what they have for what we have is a crucial ability that is required for our survival and wellbeing. The capacity to "sell" isn't some unnatural adaptation to the merciless world of commerce. It is a part of who we are.

To Sell Is Human: The Surprising Truth About Moving Others 下载

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