To Sell Is Human: The Surprising Truth About Moving Others Hardcover – Dec 31 2012
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"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, Forbes.com
"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, Forbes.com
"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."
“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
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.See all Product Description
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Top Customer Reviews
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!
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!
Do you need to persuade people in life? Do you need to sell others on your ideas or even yourself? If you're human you do. In "To Sell is Human" Daniel Pink takes the notion of sales as sleaze and reframes it as a vital skill in our information rich world. He then provides a primer on how to learn and practice sales in a win-win style, where both you and those you sell to benefit.
While the book is not long, it does an excellent job of breaking sales down into its component parts. Daniel describes each part in detail, mixing anecdote with the latest scientific research. He then provides a holistic case study, and ends with resources for further reading and research. The structure he provides is concise and clear, but packed with insight.
Some other reviewers have complained that the book can summed up in a page, and lacks value as a result. Nothing could be further from the truth. What those complaints miss is just how much skill it takes in a writer to make something so complex as sales seem easily understandable. Daniel curates a vast web of information, and crystallizes it into something any reader can use.
The map Daniel provides will require a journey of hard work for those readers interested in improving their interactions with other people. But the book is an excellent map, and it is a journey I highly recommend.
Most recent customer reviews
Author really wants you to believe everyone is in sales.. no joke the first half of the book is simple him trying to convince you. Read morePublished 7 months ago by Andrew
Excellent insights. Opens the door to a whole new world view in terms of how important it is to know how to successfully move people to action.Published 9 months ago by Amazon Customer
To the point for someone like me who was looking for some motivation and tricks to sell my services as an independent consultant.Published 11 months ago by Dominic Roy
The new abc of selling, the book will help you reprogram your selling process to be more effective in meeting your clients' needs.Published 11 months ago by Amazon Customer
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... Read morePublished on Oct. 20 2014 by Aussiebob
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. Read morePublished on April 6 2014 by Adolfo Klassen
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