To Sell Is Human: The Surprising Truth About Moving Others Download Free (EPUB, PDF)
#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 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.
Hardcover: 272 pages
Publisher: Riverhead Books (December 31, 2012)
Language: English
ISBN-10: 1594487154
ISBN-13: 978-1594487156
Product Dimensions: 6.2 x 0.9 x 9.4 inches
Shipping Weight: 1 pounds (View shipping rates and policies)
Average Customer Review: 4.4 out of 5 stars See all reviews (633 customer reviews)
Best Sellers Rank: #64,439 in Books (See Top 100 in Books) #14 in Books > Arts & Photography > Business of Art #103 in Books > Health, Fitness & Dieting > Psychology & Counseling > Creativity & Genius #118 in Books > Arts & Photography > History & Criticism > Criticism
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 he is TOTALLY comfortable with the identity of someone who sells. As a result of what he learned.That's important -- because most people are uncomfortable with sales, whether that means being a salesperson, doing the act of selling, being sold something, or, in many cases, they are fundamentally uncomfortable that the activity of "sales" exists at all, anywhere in the world.I know, because I sell for a living. I do it behind the keyboard of a computer, for the most part. As an advertising copywriter.You might wonder if I'm selling you right now. My answer is no, and maybe, since I made a decision in my career long ago never to sell something to someone for whom I don't think that something is right; and always to do my best to give a person I think a product or service is right for, EVERY opportunity to consider getting it, so they will get it.That's my definition of selling. Since I don't know you, I would have to break my own rules to try and sell you this book.But I can give you five categorial "if-then" statements to tell you what kind of people I think this book is for, and what kind of people it is not for:1. If you are committed to hating selling no matter what, forget about it.
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 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 selling." We devote upward of 40 percent of our time on the job to moving others.2. Entrepreneurship, Elasticity, and Ed-Med - Elasticity in job roles ensures a lot of non-sales selling. The fastest growing industries are educational services and health care (ie. Ed-Med.) Jobs in these areas are all about moving people.3. From Caveat Emptor to Caveat Venditor - We've moved from a world of caveat emptor (buyer beware) to one of caveat venditor (seller beware)-- where honesty, fairness, and transparency are often the only viable path.B. HOW TO BE4. Attunement - Bringing oneself into harmony with individuals, groups, and context. Illustrates the three rules of attunement and why extraverts rarely make the best salespeople.5. Buoyancy - Learn from life insurance salespeople and the world's premier social scientists what to do before, during, and after your sales encounters.6. Clarity - The capacity to make sense of murky situations. One of the most effective ways of moving others is to uncover challenges they may not know they have.C. WHAT TO DO7. Pitch - The six successors of the elevator pitch and how and when to deploy them.8.
Years ago, Daniel Pink, got my full attention with his book, A Whole New Mind, that argues for the embracing of the creative in our workplaces, in our education system and in our culture. As I recall, I read that book in two days.Then came Pink's highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.Daniel Pink's writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research.
To Sell Is Human: The Surprising Truth About Moving Others Sell & Re-Sell Your Photos: Learn How to Sell Your Photographs Worldwide Nursing: Human Science And Human Care (Watson, Nursing: Human Science and Human Care) Location Is (Still) Everything: The Surprising Influence of the Real World on How We Search, Shop, and Sell in the Virtual One The Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books) Hidden Christmas: The Surprising Truth Behind the Birth of Christ The 150 Healthiest Foods on Earth: The Surprising, Unbiased Truth About What You Should Eat and Why The Allergy Solution: Unlock the Surprising, Hidden Truth about Why You Are Sick and How to Get Well How We Learn: The Surprising Truth About When, Where, and Why It Happens Who Really Cares: The Surprising Truth About Compassionate Conservatism Drive: The Surprising Truth About What Motivates Us The Dorito Effect: The Surprising New Truth About Food and Flavor How Breakthroughs Happen: The Surprising Truth About How Companies Innovate Grain Brain: The Surprising Truth About Wheat, Carbs, and Sugar - Your Brain's Silent Killers Sewing to Sell - The Beginner's Guide to Starting a Craft Business: Bonus - 16 Starter Projects • How to Sell Locally & Online How to Sell Art to Interior Designers: Learn New Ways to Get Your Work into the Interior Design Market and Sell More Art Photography Business: Sell That Photo!: 10 Simple Ways To Make Big Bucks Selling Your Photography Online (how to sell photography, freelance photography, ... to start on online photography business) FBA: Product Research: Complete Expert Guide: How to Search Profitable Products to Sell on ( FBA, Product Research, How to Find the Best Products to Sell on Book 1) The Truth About Breaking Up, Making Up, and Moving On The Thing with Feathers: The Surprising Lives of Birds and What They Reveal About Being Human
