To Sell Is Human: The Surprising Truth About Moving Others

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To Sell Is Human: The Surprising Truth About Moving Others

by Daniel H. Pink

Riverhead | December 31, 2012 | Hardcover

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#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.

Format: Hardcover

Dimensions: 272 pages, 3.66 × 2.47 × 0.39 in

Published: December 31, 2012

Publisher: Riverhead

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 1594487154

ISBN - 13: 9781594487156

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– More About This Product –

To Sell Is Human: The Surprising Truth About Moving Others

by Daniel H. Pink

Format: Hardcover

Dimensions: 272 pages, 3.66 × 2.47 × 0.39 in

Published: December 31, 2012

Publisher: Riverhead

Language: English

The following ISBNs are associated with this title:

ISBN - 10: 1594487154

ISBN - 13: 9781594487156

About the Book

From the bestselling author of "Drive" and "A Whole New Mind" comes an exploration of the power of selling, which each of us does every dayNwhether we know it or not.

From the Publisher

#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.

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.

Editorial Reviews

"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." — Bloomberg  "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." — Worth "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 &#
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