Coupon
To Sell Is Human : The Surprising Truth about Moving Others
by Daniel H. Pink


Overview - #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.
  Read more...

 
Hardcover
  • Retail Price: $27.95
  • $20.40
    (Save 27%)
  • Members Save 10% Club Price
    $ 18.36

Add to Cart + Add to Wishlist

In Stock.

FREE Shipping for Club Members
 
> Check In-Store Availability

In-Store pricing may vary

 
 
New & Used Marketplace 61 copies from $7.25
 
Download

This item is available only to U.S. billing addresses.
 
 
 
 

More About To Sell Is Human by Daniel H. Pink
 
 
 
Overview
#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 SellIs 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."

 
Details
  • ISBN-13: 9781594487156
  • ISBN-10: 1594487154
  • Publisher: Riverhead Books
  • Publish Date: December 2012
  • Page Count: 272
  • Reading Level: Ages 18-UP


Related Categories

Books > Business & Economics > Sales & Selling - General
Books > Self-Help > Creativity
Books > Psychology > Interpersonal Relations

 
Publishers Weekly Reviews

Publishers Weekly® Reviews

  • Reviewed in: Publishers Weekly, page .
  • Review Date: 2013-02-04
  • Reviewer: Staff

Pink (A Whole New Mind) has a new message and it is one most people may not want to hear: "We're all in sales now." Like discovering your favorite professor in a box, his fast-moving screed is packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples. He introduces a number of key concepts, such as "social cartography" and an update of Robert Cialdini's "contrast principle", to illustrate the importance of sales. Pink then discusses "how to's" via "motivational interviewing" and doles out specific tasks, such as learning how to obtain crucial information by asking better questions. His citations of relevant research studies, quizzes, exercises, and admonitions keep readers involved, active, and ready to reach for additional resources. For those tempted to turn away, Pink's examples of companies that didn't remain current, like Encyclopedia Britannica (remember them?), are a wakeup call and really drive his point home. Even if readers only absorb Pink's section on types of sales pitches, they'll understand why this book deserves a good, long look. (Jan.)

 
BAM Customer Reviews