To Sell Is Human - Daniel H. Pink

To Sell Is Human

By Daniel H. Pink

  • Release Date: 2012-12-31
  • Genre: Marketing & Sales
3.5 Score: 3.5 (From 235 Ratings)

Book Information

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing

#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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Recent Reviews

  • Lacking

    2
    By Lulzmike
    I'm not usually a review guy... but if your reading this trying to decided whether or not to buy this book. Don't buy the book.
  • Pink's newest book leaves me Blue

    3
    By JerryHump
    Unlikef DRIVE, Daniel Pink's newest offering To Sell is Human, left me at the curb, idling. Where Drive brought forth new ideas and perspectives and backed it with strong economic/social science support, To Sell is Human, offered Very little from an academic standpoint or real hands on value. Being in sales, and after reading AND attending a speaking engagement, where Pink spoke on Drive, I hoped this would be as equally insightful. About the only useful information was the referencing of two outstanding texts by Chip and Dan Heath. These two books, Make it Stick and Switch, along with Drive should be in EVERY business leaders library...be not afraid...change is good. REVISION!!! It's been almost 3 yrs since I first read this book and I was too quick to 'pan' it. I have reread and shared TONS OF GOOD INFO from it numerous times! My apologies to Daniel Pink
  • So much insight

    5
    By irishlen
    Daniel Pink is the man when it comes to writing research driven business books. Every chapter contains insights that I can use in a variety of contexts. He is quickly becoming the author of whom you must be able to say, "Yes, I've read all of his books."
  • Thought provoking

    4
    By KERSTEN mcdowell
    Great book for anyone that has an skepticism with sales. This book provoked new ideas and concepts with sales that made me excited to use at work. Great examples given throughout the book to support examples and ideas. Also lots of "extras" to learn from - links from other authors, etc. Great read!
  • To Sell really Is Human

    5
    By Don't normally complain
    To Sell Is Human by Dan Pink starts a bit slow as he explains his thesis - which is the same as the title - but is totally engrossing once you get past the opening. This is a book that anyone interested in organizational and/or human behavior will enjoy. And, as always, Pink backs up everything with the latest research in the field. I'm writing this review as I probably wouldn't have read this book, just based on the title, if a friend whose opinion I trust hadn't recommended it. I have now passed it on!
  • Are We Problem Finders or Problem Solvers?

    5
    By DrMcDougall
    Recommend this book highly as a thought provoking exercise - it makes us look at things in a different light, and while that may seem cliche, Daniel Pink has proven himself as a thought influencer time and time again, and he's done it again - Sale On!
  • Nothing new

    3
    By kcleonard
    If you have been in sales this book just reminds a good sales person of the obvious. People new to sales will benefit, but don't spend your money if you have been in sales for a while.