To Sell Is Human: The Surprising Truth About Moving Others [NOOK Book]

To Sell Is Human: The Surprising Truth About Moving Others

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Overview

#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.
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  • To Sell Is Human
    To Sell Is Human  

Editorial Reviews

Library Journal
12/01/2013
Pink's exceptional work provides insight into how buyer and seller behavior, psychology, and culture intersect in consumer motivation. A crucial read for members of the sandwich generation wishing to become more empowered consumers and advocates.
Publishers Weekly
★ 02/04/2013
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. (Jan.)
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Product Details

  • ISBN-13: 9781101597071
  • Publisher: Penguin Group (USA)
  • Publication date: 12/31/2012
  • Sold by: Penguin Group
  • Format: eBook
  • Pages: 272
  • Sales rank: 26,116
  • File size: 3 MB

Meet the Author

Daniel H. Pink


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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Table of Contents

Introduction 1

Part 1 Rebirth of a Salesman

1 We're All in Sales Now 9

2 Entrepreneurship, Elasticity, and Ed-Med 26

3 From Caveat Emptor to Caveat Venditor 44

Part 2 How to Be

4 Attunement 67

5 Buoyancy 96

6 Clarity 124

Part 3 What to Do

7 Pitch 155

8 Improvise 184

9 Serve 207

Acknowledgments 235

Notes 237

Index 251

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Customer Reviews

Average Rating 4.5
( 23 )
Rating Distribution

5 Star

(17)

4 Star

(2)

3 Star

(2)

2 Star

(0)

1 Star

(2)

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See All Sort by: Showing 1 – 20 of 23 Customer Reviews
  • Anonymous

    Posted December 31, 2012

    Dan¿s thesis is true: We are all in sales now. You have two choi

    Dan’s thesis is true: We are all in sales now. You have two choices: you can deny this and carry on your normal career, or you can embrace it, pick up a copy of To Sell is Human and begin learning practical, evidence-based methods for getting your message across.

    12 out of 14 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Posted January 14, 2013

    This is an exceptional book. It is very pratical and moving. O

    This is an exceptional book. It is very pratical and moving. One you can jump right in & use today. Instead of being an upseller, become an upserver!

    7 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted January 25, 2013

    I have been a follower of Dan Pink's work since his book Free Ag

    I have been a follower of Dan Pink's work since his book Free Agent Nation in 2001. Each of his books seems to get better and better. To Sell is Human is no different. We forget that every day we are faced with the task of convincing someone to something, and like Drive lays out the reasoning behind the methodology to sell our ideas to the world.

    4 out of 4 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 2, 2013

    Yet another great book from Dan Pink...as a professional seller

    Yet another great book from Dan Pink...as a professional seller my whole life, I only wish I'd had this book to provide clarity to the lessons learned over a career of mistakes and revelations. Highly recommended!

    3 out of 3 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 9, 2013

    The antiquated sales tactics are exposed in this incredible book

    The antiquated sales tactics are exposed in this incredible book! I feel so much better about my profession! We all sell  in whatever we do daily.

    2 out of 2 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 8, 2013

    Highly recommended. ... One to read again and again!

    Wonderful book with relevance to all. So many new concepts and clear cut strategies to learn how to adopt and master. Only drawback is its a bit too long for this type of book. Took many notes and highlighted many more so I can come back and re digest. Overall, Dan Pink, writes by using pertinent and meaningful analogies and examples. Loved it and have already recommended to many!

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted January 8, 2013

    Spencer

    Yea that was the fake Jb

    1 out of 16 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted March 30, 2014

    This book is an amazing read. I personally enjoyed the real-life

    This book is an amazing read. I personally enjoyed the real-life examples Pink used throughout the book.  The information is extremely helpful is all areas; gives great tips and exercises!  My favorite part was all of the science.  There wasn’t a fact or thought without well-rounded research and statistics to go with it.  I recommend this book to anyone who wants to learn a lifetime in only a couple hours.

    -Aubrey D.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 24, 2013

    D

    Sorry wasnt me

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 23, 2013

    Ty

    Hey:)

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 24, 2013

    Dustin

    Fuq you

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 15, 2013

    Hey everyone

    Darian

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 14, 2013

    Kyle

    Shakes his head then walks away...

    0 out of 9 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 12, 2013

    Remi

    Smiles and yawns. "Im going to go home Mr. Pausch." She got up and walked out the door.

    0 out of 8 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 22, 2013

    Cody

    Sat

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 10, 2013

    True so true

    No denying it

    0 out of 5 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 24, 2013

    Nessa

    Look,
    I really am sowwy for the miscommunication. It didnt help that i did relapse last nigh (thats whty i called Jordan over) but im sowwy.

    0 out of 8 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 3, 2013

    D

    O ok do u have a phone

    0 out of 7 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted January 7, 2013

    Jennys sister

    Hi guys its jennys sister kerry. Just telling you all that jenny is dating jb on the nook not in real life.

    0 out of 14 people found this review helpful.

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  • Anonymous

    Posted January 3, 2013

    TAYLOR

    DON'T TEXT ME TODAY I'M BESY RAEDING

    0 out of 17 people found this review helpful.

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