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To Sell Is Human
- The Surprising Truth about Moving Others
- Narrated by: Daniel H. Pink
- Length: 6 hrs and 6 mins
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Publisher's summary
From the best-selling 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 15 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 extroverts 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.
Critic reviews
"Full of aha! moments...timely, original, thoroughly 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)
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In Friend and Foe, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, humans have evolved to do both. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.
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Unexpected
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Maximum Influence: 2nd Edition
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Salespeople, consultants, managers, executives, entrepreneurs... Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential? Maximum Influence unlocks the secrets of the master influencers. Now in an all-new edition, the audiobook combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever.
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Good book
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Uri Gneezy and John List are like the anthropologists who spend months in the field studying the people in their native habitats. But in their case they embed themselves in our messy world to try and solve big, difficult problems, such as the gap between rich and poor students and the violence plaguing inner city schools; the real reasons people discriminate; whether women are really less competitive than men; and how to correctly price products and services. Their field experiments show how economic incentives can change outcomes.
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Some Interesting Insights But Poor Science
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Little Bets
- How Breakthrough Ideas Emerge from Small Discoveries
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What do Apple CEO Steve Jobs, comedian Chris Rock, prize-winning architect Frank Gehry, the story developers at Pixar films, and the Army Chief of Strategic Plans all have in common? Best-selling author Peter Sims found that all of them have achieved breakthrough results by methodically taking small, experimental steps in order to discover and develop new ideas.
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Useful approach, not for everyone
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By: Peter Sims
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The first book to reveal how thinking like a designer can help solve the greatest challenges we face in business, society, and our daily lives. What can we learn from the ways great designers think-and how can it improve our world? In this highly original book by journalist Warren Berger, in collaboration with celebrated designer Bruce Mau, ten groundbreaking principles of design are shown in action-addressing business, social, and personal challenges and improving the way we think, work, and live.
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not for those who know about design thinking...
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Predictably Irrational
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In a series of illuminating, often surprising experiments, MIT behavioral economist Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. Blending everyday experience with groundbreaking research, Ariely explains how expectations, emotions, social norms, and other invisible, seemingly illogical forces skew our reasoning abilities.
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Good lessons, mediocre science?
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The Mackay MBA of Selling in The Real World
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Harvey Mackay is a legend - his bestsellers Swim with the Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt were named by the New York Times as two of the most inspirational business books of all time. Now he’s back with the sum total of decades of sales know-how - teaching go-getters how to make the sale and hit the numbers, day in and day out. His advice is rooted in road-tested, real-world experiences and include tips on the Web, LinkedIn, and Facebook. The human touch is still the most important tool a salesperson has.
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Empty rah-rah
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
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As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.
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Loaded with practical strategies, real scenarios
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In Silicon Valley slang, a "bozo explosion" is what causes a lean, mean, fighting machine of a company to slide into mediocrity. As Guy Kawasaki puts it, "If the two most popular words in your company are partner and strategic, and partner has become a verb, and strategic is used to describe decisions and activities that don't make sense"...then it's time for a reality check.
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The Reality of Reality Check
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The Plateau Effect
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The Plateau Effect is a powerful law of nature that affects everyone. Learn to identify plateaus and break through any stagnancy in your life - from diet and exercise, to work, to relationships. The Plateau Effect shows how athletes, scientists, therapists, companies, and musicians around the world are learning to break through their plateau - to turn off the forces that cause people to “get used to” things - and turn on human potential and happiness in ways that seemed impossible.
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Heath
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In today's world, customers don't want to hear sales pitches, but many salespeople still rely on them. In this breakthrough audiobook, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. His advice: "Tear up your sales pitch and instead improvise persuasive conversations."
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A bad strawman pitch on why pitching doesn't work
- By Jeff Gibbard on 01-09-21
By: Steve Yastrow
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What listeners say about To Sell Is Human
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Steve
- 08-26-18
Interesting Perspective
Overall, this book provided only a handful of fresh insights that aren't expounded in much greater detail in other popular sales books like those of Jeff Gitomer. The first part added little value and spent a great deal of time getting to a punchline that could have been reached in a paragraph or two. Part 2 was slightly more engaging, but only Part 3 actually achieved the practicality level needed for salesmen who require pointed, actionable, and insightful advice. If you don't mind hearing several hours of studies and background prior to these insights then listen to the whole thing. Otherwise, skip to part 3 and listen to it 3 times instead so you can actually own the important concepts.
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6 people found this helpful
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- Heikki
- 02-27-13
Fresh views about selling!
If you could sum up To Sell Is Human in three words, what would they be?
Novel selling guide!
What did you like best about this story?
Fresh views, good stories, it works very well as audio book! Fascinating stories!
What about Daniel H. Pink’s performance did you like?
Pink's voice is very good for audio book.
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4 people found this helpful
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- ANGELINE
- 03-02-16
I was given this book and I hate selling
This book is changing my mindset.
With actionable ways of changing how I think and believe about selling, this book will be read and re-read.
Thank you, Daniel H. Pink, for writing this book and sending it to the world.
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4 people found this helpful
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- Missy
- 09-22-16
OUTSTANDING... Filled with No-Fail strategies
Would you recommend this audiobook to a friend? If so, why?
Success has many parents and this #1 NY Times bestseller has earned its place as father of the year! To Sell Is Human audiobook lets you listen over and over for tips you'll want to implement throughout your career as well as in your personal life. I love the PechaKucha 20x20 six minute presentation concept, Twitter tips and strategic mimicking. Also, the fact that his findings are backed by research. Interesting that the author is so influential that his name is larger than the book's title. That's one of the perks of selling millions of books. I'll read this timeless gem for years to come.
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- Eddy
- 04-04-20
Desactualizado...
Lamentablemente algunas partes del libro me parecieron desactualizadas... en general le doy un 6 debido a la falta de actualización...
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- B. Field
- 03-29-15
Moving people to move themselves
Would you consider the audio edition of To Sell Is Human to be better than the print version?
Dan Pink's narration is extraordinary (listen to a sample), making it well worth the price of owning both versions. He does offer many useful references that are difficult to catch and bookmark.
What was one of the most memorable moments of To Sell Is Human?
In the section about improvisation, Pink mentions that people are constantly making offers—and that even a rejection usually includes an offer. An attuned listener may notice that people seldom say only "no"—and the rest of their rejection (not now, not that, etc.) can be an open door to better seeing the customer's perspective and meeting their needs.
Any additional comments?
This is not a "rah-rah" sales book meant to get your fired up to try harder. Instead, it offers fresh ideas backed up by science. If you want to understand how sales works and are prepared to rethink what you do, this book may be for you. But some of these ideas may fly in the face of what you think you know about sales, so approach with an open mind. In particular, To Sell is Human may feel insulting to listeners who have a lot invested in the "always be closing" school of thought and way of life.
Dan Pink is a master curator, and this book is a marvelous exhibit of the best that behavioral science has to offer on the subject of sales. But while he works hard to make complex ideas accessible, Pink is a bit cerebral. This book feels tailored to the TED Talks crowd. That may be a turn-off for some who just want to know what to do and don't want all the stats and theory behind it. Pink lays out six main ideas: attunement, buoyancy, and clarity (the new ABCs of sales); and pitching, improvisation, and service (crucial sales skills).
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- Jay
- 02-11-13
Great book on the evolution of sales.
Would you listen to To Sell Is Human again? Why?
Yes, the subject matter is important in the way that people buy armed with more information today. It informs the seller on how to approach the buyer that has done their homework on the internet.
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- Elizabeth Tuazon
- 03-02-20
Great content- better if you're taking notes
This book has a lot of practical, practice-able things, supported by research, which the author shares amply. There are a lot of bulleted and numbered lists of ideas, so if you're a person like me and some of those things run together in the audio but would make more sense in the visual, I might recommend getting this one in print rather than audio.
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- Silicon Valley Geek
- 07-08-16
We are all sales people
Nobody wants to be in sales, everybody is in sales. Early chapters are slow and focus on showing you how everyone is a sales person. Latter chapters have lots of useful marketing and sales tips. Overall an enjoyable book.
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- sydney
- 05-27-19
great listen
this book presents great information on the study of sales based on human social science. he seems to always be able to do do it in a way that is captivating
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