To Sell Is Human
Books | Business & Economics / Sales & Selling / Management
3.9
(71)
Daniel H. Pink
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 bestsellerFrom the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, 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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More Details:
Author
Daniel H. Pink
Pages
272
Publisher
Penguin
Published Date
2012-12-31
ISBN
1101597070 9781101597071
Community ReviewsSee all
"Have heard the thought before that everyone is a salesperson - and it is true. <br/><br/>Dan Pink highlights the reasons why we are all salespeople, covers the history of why sales has a bad reputational history (I likened it to basically the tech world analogy of push versus pull) and then outlines how today's sales person engages customers who then want to do business with the salesman because she or he is offering a clear benefit to that customer. The person selling must do so in a way that engages the customer, shows the clear benefit and then empowers the customer to buy when they are ready.<br/><br/>The power of the customer is truly the story - as Dan shows that through social media the potential payoffs of a quick sell and dump won't work as it has in the past.<br/><br/>One interesting tidbit I picked up was that the Fuller brush man was an Atlantic Canadian!<br/><br/>So while I am not going to clearly gain at all by your purchase of this book - I would hope (and I'm sure Dan wouldn't mind it either) that you will consider it... well worth it! Looking for extra reasons as to why you should buy now....<br/><br/>The book is enjoyable, easy to read, and offers many insights into the world of selling.<br/><br/>Pick it up at your earliest convenience because with these many great features it's sure to not last long!!!!!<br/><br/>(Hope you all didn't mind the salesman'y clichés thrown in for effect ;) - seriously I loved it!)"
J W
James S Wilson
"The idea that selling is immoral is not as well thought out as people realize. This book tells you why."
Rafael Luis Puentes