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    To Sell Is Human: The Surprising Truth About Moving Others
    Unavailable
    To Sell Is Human: The Surprising Truth About Moving Others
    Unavailable
    To Sell Is Human: The Surprising Truth About Moving Others
    Audiobook6 hours

    To Sell Is Human: The Surprising Truth About Moving Others

    Published by Penguin Random House Audio

    4/5

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    Currently unavailable

    Currently unavailable

    About this audiobook

    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.

    LanguageEnglish
    PublisherPenguin Random House Audio
    Release dateDec 31, 2012
    ISBN9781101579435
    Unavailable
    To Sell Is Human: The Surprising Truth About Moving Others

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    Reviews for To Sell Is Human

    4/5

    241 ratings18 reviews

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    • 3/5
      Meh. Sub-Gladwell, post-facto, pseudo-wisdom. I don't read a lot of these kinds of books but our VP Sales recommended it. Some of it was semi-interesting, but a lot of it was nice anecdotes shoehorned into a creaky premise.
    • 4/5
      Good ideas for creating pitches and distilling the important ideas.
    • 2/5
      Lots of smoke. I got bored after listening to 20% of the audio book. It's not better than Drive. The author is overvalued
    • 5/5
      Excellent book on how the changes in technology and culture have affected marketing/sales techniques, and brings up thoughtful concepts about what it means to sell ourselves and our work in this modern era. Highly recommended not just for people in sales and entrepreneurs but also career seekers and artists as well.
    • 5/5
      I have found wisdom in this audiobook. Valuable than gold. Very relevant, practical and life changing principles. Thanks, Daniel.
    • 4/5
      Pretty amazing perspective into sales in non-sales situations and how we are all in a way selling something. Including advice and ideas backed by science and experiments.
    • 5/5
      Genuine Pink: fascinating and applicable. Highly recommended to everyone, everywhere.
    • 1/5
      This book was extremely boring. I really wanted to like this book a lot because it was recommended however it was more like a history lesson and statistics book. I was looking for something with current advice and help.
    • 4/5
      Learned a lot regarding to sales, highly recommend it for people in this field.

    • 5/5
      you have to read this book if you're going to get into sales or work anywhere doing pretty much anything for that matter! Really applicable stuff in here
    • 5/5
      Very very insightful!! So much gold in only 1 book - I’m getting the actual book also as there was so much I want to have tangible by me for time to come. Thank you, Dan!
    • 5/5
      As a salesperson this book made me think of sales and service to others in a new refreshing light. Many of these values I already believed in, it's just so lovely to hear Daniel Pink give them a concrete researchers viewpoint.
    • 5/5
      The concepts in this book were really unique, as I had never heard or thought about them before. In particular, the 6 pitches, the mental perspective to take when faced with rejection, and how to get the buyer to feel more at ease with you were incredibly enlightening to me. The advice was very clear cut, and the topics were neatly organized without intermixing. Rather than the common idea of selling, these topics can even be applied to simple communication.
    • 5/5
      This book is an incredible look into the sales mindset and how to go from "sleazy used car salesperson" to a genuine, caring seller
    • 5/5
      very good, the ABCs of selling has a new meaning.

      1 person found this helpful

    • 4/5
      If selling is persuading others to give us resources for some benefit we want to give them, then we’re all salespeople, says Daniel Pink. Teachers ask students to give up time and energy to study their courses. Doctors ask us to give up freedom to eat what we choose or not take the meds. And writers ask readers to give up their precious time to read the story. But, for many of us, the whole idea of selling reeks of dishonesty, pride and self-interest. So how can we sell? How can we poor introverted writers sell the books we create? (How can artists sell paintings? How can…?)Daniel Pink offers his own “surprising truth about moving others” in this eminently readable book. In the modern world, where anyone can read up the history of a car before buying, and purchasers often know more stats about the fridge than the salesman does, selling isn’t so much trying to pull the wool over someone’s eyes as trying to develop a relationship. The seller asks what the buyer wants and tries to match their needs to what can be offered. They attune their senses to the buyer. They support. And they serve.So… can I serve by selling the books I write? In the second half of this book, the author offers very clear advice on different ways to pitch the results of our creative efforts. From the one-word pitch to whole paragraphs; from email headers to tweets. The advice is sound, simple, and informative – even if you don’t use his suggestions, he’s done a great job selling them and they’ll stay in your mind, informing how you later try to sell, influence, move or otherwise persuade your neighbor.I enjoyed this book, and I think I really will make an effort to follow its advice.Disclosure: The book was recommended by a member of our writers’ group, and a friend loaned me a copy.
    • 4/5
      In To Sell is Human: The Surprising Truth about Moving Others, Daniel Pink takes a fresh look at selling. Recent research shows that a range of paradigms on sales or selling aren’t adequate anymore. A lot of us are in selling, not only the 1 out of 9 that has a function name with ‘sales’ in it. Convincing and persuasing, in other words moving others to an action is core to most of our work. Do you like that idea? According to spontaneous associations with the concept of sales or selling you wouldn’t think so. But is that paradigm still valid? It comes from a ‘buyer beware’ age of information asymmetry. Nowadays we can search for everything on Google, check reviews or ask peers, before we go out to buy a product or service or enter a job interview.Forget the ‘Always Be Closing’ mantra of sales persons, learn the new ABC: attunement (take different perspectives, think outside in), buoyancy ( the combination of ‘a gritty spirit and a sunny outlook’. How to float on the ocean of rejection) and Clarity (get from problem solving to problem finding). Increase your effectiveness by reducing your feelings of power. Realize, that there’s no correlation between extraverts and sales performance. Most of us are ambiverts (sometimes introvert, at other times extravert). Be yourself, authenticity rules today. Think of the power of social influence with specific addressed messages or tips. Give people an ‘off-ramp’ for an easy way to act.Leave the ‘I can do this’ self-help mantra behind. Instead, get into interrogative self-talk. ‘Can you do this?’ will trigger you to answer. Think of Bob the Builder‘s ’Can we fix it?’ -> ‘Yes, we can!’. Make it personal. The elevator pitch isn’t that relevant anymore. You can meet people just everywhere, but beware of possible distractions. Six new ways to pitch are: the one-word pitch, the question pitch, the rhyming pitch, the 140-character Twitter pitch, the subject line pitch (which promises useful content or elicits curiosity), or the Pixar pitch (a six-sentence narrative structure supposedly used in all Pixar movies).If these techniques don’t work, practice your improvisation skills: listening, saying ‘yes, and’ and make sure the buyer looks good. Don’t argue to settle a win-lose. And: serve first, sell next. Welcome, fellow sales people!
    • 4/5
      This readable guide to selling starts by explaining how we all need to sell, and do sell, to succeed in work and relationships. Pink distinguishes authentic pursuit of mutual benefit as different from the cheesy form of selling that comes first to mind when most of us hear the word. Then he updates the A-B-Cs, offers some new tactics beyond the old-fashioned elevator pitch, and shares several case studies. The last part of the book relies heavily on the art of improvisation.

      1 person found this helpful