272 pages, 10.2 × 7.2 × 1.7 in
December 3, 2013
Penguin Publishing Group
The following ISBNs are associated with this title:
ISBN - 10: 1594631905
ISBN - 13: 9781594631900
Read from the Book
About a year ago, in a moment of procrastination masquerading as an act of reflection, I decided to examine how I spend my time. I opened my laptop, clicked on the carefully synched, color-coded calendar, and attempted to reconstruct what I’d actually done over the previous two weeks. I cataloged the meetings attended, trips made, meals eaten, and conference calls endured. I tried to list everything I’d read and watched as well as all the face-to-face conversations I’d had with family, friends, and colleagues. Then I inspected two weeks of digital entrails—772 sent e-mails, four blog posts, eighty-six tweets, about a dozen text messages.When I stepped back to assess this welter of information—a pointillist portrait of what I do and therefore, in some sense, who I am—the picture that stared back was a surprise: I am a salesman.I don’t sell minivans in a car dealership or bound from office to office pressing cholesterol drugs on physicians. But leave aside sleep, exercise, and hygiene, and it turns out that I spend a significant portion of my days trying to coax others to part with resources. Sure, sometimes I’m trying to tempt people to purchase books I’ve written. But most of what I do doesn’t directly make a cash register ring. In that two-week period, I worked to convince a magazine editor to abandon a silly story idea, a prospective business partner to join forces, an organization where I volunteer to shift strategies, even an airline gate agent to switch me from a window
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.
"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