#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.
Provocative Dan Pink has a knack for providing provocative books about the changing world of work, and in this case, changing the way we look at the art and science of sales. Pink breaks it all down superbly in this new masterpiece.Since Amazon doesn’t have the Table of Contents, here’s a look at what’s inside:A. REBIRTH OF A SALESMAN1. We’re All in Sales Now – Some 1 in 9 workers still earn a living in traditional sales. The other 8 in 9 are engaged in “non-sales…
To sell is human; to give a referral, divine What, another book about selling?No, this is not “another” book about selling. I’ve read a lot of them, written a few of them, and I can tell you: This book stands alone in a special category.Why? Because Dan Pink was just an eentsy-teentsy bit uneasy about the notion of himself as a salesperson when he started researching the book. He doesn’t say so directly, but you can tell, reading between the lines.Now, fast-forwarding to the end of the book, you can see…