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To Sell Is Human: The Surprising Truth About Moving Others
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To Sell Is Human: The Surprising Truth About Moving Others [Kindle Edition]

Daniel H. Pink
4.5 out of 5 stars  See all reviews (11 customer reviews)

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Product Description


"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


Product Description

#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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Customer Reviews

4.5 out of 5 stars
4.5 out of 5 stars
Most helpful customer reviews
8 of 8 people found the following review helpful
Format:Hardcover|Verified Purchase
It was an OK book but it felt like it took a while for it to get started as well as some other problems I had with it.

The book starts to feel a bit repetitive as Dan begins to cite study after study. More depth on the stories would have been made the book stronger. Like all of Dan's books, which is Dan's greatest strength, he identifies a trend and makes it accessible to everyone. Dan's done the same with Free Agent Nation, Whole New Mind, Drive, and even Johnny Bunko. It lead me to many new ideas that I'm excited to look into further.

EDIT: I've been thinking about this for a bit, because I really want to like this book more, and I think I've come up with a reason why I settled with a 3/5 rating. Compared to A Whole New Mind and Drive, the model Daniel gives as a take away in this book isn't as impactful.

From A Whole New Mind I was introduced to this idea of right brain vs left brain and that gave me a framework to work with. I could suddenly identify logic, emotion, imagination, analytics as traits of the right or left brain.

Drive let a very clear impression in my head that Purpose + Mastery + Autonomy = Dream job.

I find To Sell Is Human's model weaker and not as clear. Attunement + Buoyancy + Clarity = Moving Others. I don't find the elements of this equation as concrete as the one in Drive. The equation also leaves out the themes of the final chapters of the book: Pitch, Improvise, and Serve. Without a framework to fall into, Pitch, Improvise, and Serve easily slip away.

While Drive had me identifying opportunities for mastery and autonomy, as I read To Sell Is Human I found myself looking for ways to improve my attunement, buoyancy and clarity. Being able to identify the ABCs as keys to moving people, not to mention Pitch, Improvise and Serve is not useful if I can't do them!
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3 of 3 people found the following review helpful
By Donald Mitchell #1 HALL OF FAME TOP 50 REVIEWER
"These also who erred in spirit will come to understanding," -- Isaiah 29:24 (NKJV)

The big takeaway from this book for many people will be that their success depends, at least in part, on their ability to sell their ideas and beliefs so that others will act on them. Daniel H. Pink aptly points out that tens of millions of Americans have such challenges, most of whom are unprepared for how to meet them.

Once a reader joins the boat of realizing the need to persuade others, naturally some advice is needed. Mr. Pink deftly combines the lessons from the better books in the field of persuasion to present some simple, but critical, principles to apply:

Attunement: See the situation from the other person's perspective and add to it the emotional connection of empathy, while mirroring what other people do physically when with them.

Buoyancy: Be ready to bounce-back from whatever setbacks and discouragements occur by managing your mental and psychological state.

Clarity: Find the right problem, frame it so others can relate to it, and give people directions for what to do.

To apply these principles, be prepared to pitch your idea in six new ways. apply the principles of improvisation to work effectively with others to accomplish more, and engage in adding more service to improve matters for others.

The book is filled with compelling stories, nice examples, and crisp writing.

Here's my pitch for the book: Need You need it!
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1 of 1 people found the following review helpful
4.0 out of 5 stars Solid take-aways Jan. 31 2013
Format:Hardcover|Verified Purchase
I did a review of this book on my blog, choosing 7 "gems" from the many contained within Pink's book. (Having come from a subjectively judged sport, I rarely give a "perfect" score...that's just me, hence the 4 out of 5 stars:) I particularly liked the distinction between upselling and upserving, as well as agitation versus irritation, the 5 Why's and of course, the Pixar Pitch. Does that whet your appetite to read? It's a great read!
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Format:Paperback|Verified Purchase
I can`t give a first hand account of this read, as I purchased it for my son-in-law. However, I can report that he felt the time spent reading the book was worthwhile and that he gained one very good suggestion, one that he was going to integrate into his presentations, confident it will make a difference. His comment to me was that ìt`s such an obvious`one, he couldn`t believe that he didn`t think of it himself!! For my part, at least one good idea that makes a difference, was all I had hoped for.
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4.0 out of 5 stars So we are all salesmen or women... April 6 2014
Format:Kindle Edition|Verified Purchase
Having ventures into being an entrepreneur, someone who has to promote himself in every conversation, it is comforting to realize, to understand that indeed we are all on sales. The fact that actions that benefit others, that conversations that focus on how actions benefit others are in fact more effective is indeed a kudos to the human race. The book is well researched, well written and a good manual to all of us in sales.
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4.0 out of 5 stars A Book on Sales for those who don't like Sales Jan. 2 2014
Format:Hardcover|Verified Purchase
I bought this out of curiosity because I heard an interview with the Author, I was not disappointed! I typically avoid sales so this was a read out of my area of direct interest... but in my business I am finding I have to make more and more sales pitches and so I read this with a hint of desperation... to put it short... it gave me a whiteboard full of ideas.
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