To Sell Is Human

Generalising to the degree of meaninglessness

This book begins with a logic that is somewhat convoluted. At it’s basic argument it goes a little like this: 1. Sales jobs require flexibility 2. All jobs increasingly demand more flexibility 3. Therefore everyone is a salesperson… It’s a fallacious argument but sadly just the surface of this BS peddling, continuing the flawed logic with: 1. Sales requires you to convince and persuade people 2. As part of your job you convince and persuade people 3. Therefore you’re a salesperson… It’s ridiculous and a bit of a stretch to the definition of the salesperson. On this vacuous plain of reasoning one could argue that – 1. Dogs eat food 2. You eat food 3. Therefore you are a dog.

Perhaps this complete disregard of logical arguments and word definitions should have been a warning of what was to come but alas I was still bewildered by the littering of jargon, which I can only presume (as there was no introduction to such terms) that were supposed to be synonyms for “sales”. Terms like “moving people” seem empty when compared to the attempt he takes in the beginning of the book to apply “sales” to us.

Dan Pink draws from some interesting studies, lending his writing an air of authority but for someone who is clearly knowledgeable about a lot of reputable research it is surprising to learn of his complete ineptitude at critical reasoning or interpretation. Pink takes the results of studies that are focused on isolated phenomena and erroneously generalises them across a wide range of theoretical situations. The researchers who conduct such studies acknowledge their limitations, something he does not do.

He makes the rookie error of mistaking statistics for being absolute descriptors of people and behaviour when they are frankly not even close. Putting everybody under the umbrella of majority statistical results, in itself a distorted view of the real world. It is always a red light warning when somebody draws from research uncritically and mashes it together with a bunch of meaningless stories, old wives tales and tid-bits. This is a clear example of a cherry-picked argument.

Later in the book Pink pulls outs the over simplified (and simply wrong) cliché of “introvert” “extrovert” leaning a lot of weight on this way of thinking without any consideration to its legitimacy. Sure it sounds snappy but reality isn’t black and white like that – people behave differently in varying situations – the introvert, extrovert perspective is a false dichotomy.

He gives an anecdote at the end of the book about a website he visited. He gets all “mightier than though” about a webpage titled “upselling”, ditching his whole order because of the terminology of a html address. If one held his standard of generalising and presumption then this book would hold no value based on the first mistake, error and clumsy reasoning he p*sses on the page, not to mention the continued literal diarrhoea that was Pink’s book.

13 of 13 people found this review helpful

To persuade, divine

It may only be February but this is probably the best business book of 2013. If your work involves selling ideas to or moving others, and as explained here most job now do, this books offers ways to get much better at persuasion.



If you liked Drive or A Whole New Mind you will enjoy this audiobook too. It's better as an audiobook because it's read by Daniel Pink himself, an engaging an entertaining speaker, and you get all the added emphasis and meaning he intended. The Fuller Brush mans interaction with Beth is an amusing interlude really brought to life in the audiobook. Daniel Pink puts forward the new ABC of selling everything from product to ideas to motivation. The ideas of Attunement, Buoyancy and Clarity are then explained with a sound evidence base and links to the latest research for each. The research is brought to life with practical examples in the real world away from the lab.



For me the most useful part of this book is the 'Sample Case' or activities given to practice and increase effectiveness in each of the 3 key behaviours. Which is where I will end my review because I'm off to sharpen my improvisation skills.

10 of 11 people found this review helpful

Not great, really dull and aimless

I was quite excited about this book but it really wasn't all that great.

There are inspired moments and entertaining moments but they're buried amongst aimless rambling and total boredom. I found myself drifting off and thinking about other things because it was quite boring. Also haven't gained much knowledge that's useful in the real world.

Maybe my standards were a bit high going in to this book( I've been on a Seth Godin marathon recently) but it's just a bland book really.

2 of 2 people found this review helpful

An interesting take on sales

This book is not just for sales people.... except it is because according to the author we are all in sales now (that might make more sense after you have read it).

The book is full of really interesting facts, tips and references to studies done that could have been boring to read, but which were interpreted with wit and enthusiasm.

The only negative I would say is that it could have been better read by a proper narrator... I have heard Dan Pinks ted talks and never found his voice annoying, but in the course of the book it does occasionally go a bit "elmo-ish", but maybe that's by british ears!

2 of 2 people found this review helpful

At first sounds like a pep talk for sales people

At first the book sounded like a pep talk for sales people trying to convince us all we are all in sales even if we are not.But I gave the book 30 minutes and it transformed into an enlightened and entertaining eye opener. Glad I took the opportunity to listen in it's entirety. His insights and real world examples really give the prospective business person or entrepreneur some useful advice and tips.Great book enjoyed it,thanks.

5 of 6 people found this review helpful

Repetitive and ultimately pointless.

Yes we need sales. How many chapters do you need to make the same point.

1 of 1 people found this review helpful

Great read for those who think 'sales' is a dirty

If you could sum up To Sell Is Human in three words, what would they be?

Structured, insightful and clear.

What was one of the most memorable moments of To Sell Is Human?

Breaking selling down into 3 simple rules.

Was this a book you wanted to listen to all in one sitting?

Yes sir!

Any additional comments?

A great read and a brilliant Sales 101 for non-sales people. Well worth a read/listen!!

1 of 1 people found this review helpful

Helpful reading

I have enjoyed the book. The part for the various selling pitches I find most helpful.

My only complaint is that there are too many studies and it lacks story.

Overall good read.

Insightful and well organised.

I found this book very useful and inspiring. As a dentist I often get caught between the feeling of trying to get an unwilling patient to part with their hard earned cash and my desire to provide for them what is the best outcome or solution for their dental and general health. It has given me confidence and understanding in areas I’ve been good at so that I can hone those skills, and challenged me and given me strategies to improve my weak areas in selling and presenting.

What I was impressed with was Daniel’s ability to take an academic study, break it down into applicable chunks, and apply it practically to the world at large in an order that is repeatable. There is a lot in there so I will be listening to it again. Well worth the listen.

UPDATE: Just finished it for the second time and realised the wealth of practical knowledge this book contains. This time around I followed the thread better so changed my rating. I now have so much work to do on changing and adapting my strategies and 'selling' or moving skills...

A bit washy

Some interesting insights within this book but nothing really but felt that they could have been packaged in much more of a consumable way, Pink draws from lols of really interesting psychological studies but there application could have been more refined and targeted more to “outbound” selling - rather than saying everyone sells.

Pinks delivery and reading style is good.