To Sell is Human: The Surprising Truth about Moving Others
#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. B
ut 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 - Write a review
We haven't found any reviews in the usual places.
Other editions - View all
Alfred Fuller Ambiverts American answer attunement Atul Gawande behavior better buoyancy buyers CarMax caveat venditor Chapter clarity creative Csíkszentmihalyi customers e-mail economic Ed-Med effective emotions empathy experience explanatory style extraverts Facebook Ferlazzo Fuller Brush Girard Haribo Hartzell Spence human Ibid idea improv Improvisation information asymmetry instance Introverts Joe Girard Journal Kowalski listen look matatus million mimicry move negative negotiation non-sales selling Norman Hall offers participants partner patients percent person perspective-taking Pixar positive problem questions radiologists respondents rhyme Ryan Madson sales and non-sales salesman salespeople salesperson Salit says self-talk Seligman sellers SK Motors skills smartphones social someone subject line talk tion told traditional sales trying turn tweets Twitter U.S. Census Bureau University Viola Spolin what's who'd York