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To Sell Is Human: The Surprising Truth about Moving Othersby Daniel H. Pink
Daniel Pink is as engaging and accessible as ever as he offers fascinating insights into the subject of "selling" — both in the traditional sense and in the way we, as humans, constantly "sell" in our daily lives. Hint: it happens much more often than you think.
Synopses & Reviews
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 were 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, were 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.
"Full of aha! moments...timely, original, thoroughly engaging, deeply humane." strategy + business
"Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment." Bloomberg
"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)
About the Author
Daniel H. Pink is the author of five books, including To Sell Is Human and the long-running New York Times bestsellers A Whole New Mind and Drive. 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.
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