To Sell Is Human: The Surprising Truth About Moving Others

Daniel H. Pink

RIVERHEAD, 2012 - Business & Economics - 272 pages

#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.

What people are saying

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

User Review  - Frank - Goodreads

The fundamental premises of this book are that we have entered an age when: - Everyone is engaged in "selling" (persuading) at some level - Technology has eliminated the information imbalance which ...

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

User Review  - Judd - Goodreads

I have read all his books. He is starting to sound like the Griel Marcus of business writing. There is just too much gratuitous language choices, too much forced alliteration and always trying to ...

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.

Bibliographic information

• Title: To Sell Is Human: The Surprising Truth About Moving Others
• Author: Daniel H. Pink
• Edition: illustrated
• Publisher: RIVERHEAD, 2012
• ISBN: 1594487154, 9781594487156
• Length: 272 pages
• Subjects: Business & Economics / Sales & Selling / General; PSYCHOLOGY / Creative Ability; Psychology / General; Psychology / Interpersonal Relations; Self-Help / Creativity