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  • To Sell Is Human

  • The Surprising Truth about Persuading, Convincing and Influencing Others
  • By: Daniel H. Pink
  • Narrated by: Daniel H. Pink
  • Length: 6 hrs and 6 mins
  • 4.3 out of 5 stars (887 ratings)

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To Sell Is Human cover art

To Sell Is Human

By: Daniel H. Pink
Narrated by: Daniel H. Pink
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Summary

p>A ground-breaking new business book from the New York Times number-one best seller. We're all in sales now. Each day millions of people earn their keep by convincing someone else to make a purchase. They sell planes to airlines, oil shares to sheiks, cars to drivers. They sell consulting agreements, magazine subscriptions, and time-shares, double glazing, broadband, fitted kitchens, car insurance, life insurance, pet insurance! Some work in fancy offices with glorious views, others in dreary cubicles, but most look exactly like you. In fact, each and every one of us spends time trying to persuade others to part with resources - money, time, attention - though most of the time we don't realise we're doing it.

Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn or putting the cat out. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter, and in Match.com profiles.

In this new book from the best-selling author of Drive, Dan Pink explores the ways in which we can all improve our sales skills in every area of our lives and identifies the three personal qualities and four essential skills necessary to move people. Relying on science rather than platitudes and analysis instead of exhortation, Dan builds on his own sales experience and on the profiles of some of the world's best salespeople - and makes us look again at our own sales skills.

©2012 Daniel Pink (P)2013 Canongate Books Ltd

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What listeners say about To Sell Is Human

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  • Overall
    5 out of 5 stars

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.

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11 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

A good solid new way of talking sales!

Picking up from the existing best takes on sales methodology and sales training, Pink adds an interesting layer of clarity and pervasiveness to the topic. Worth a read!

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  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars

A great book.

Really really really good book. I have learnt so much. I highly recommend this book. !

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1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
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    5 out of 5 stars

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!!

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1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
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    5 out of 5 stars

loved it

Insightful with practical advise. His arguments or conclusions are backed by research Must Read category book

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  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
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    4 out of 5 stars

Solid, repetitive but with a few great insights

It’s Daniel Pink, so you know you’re going to get a treasure chest of interesting behavioural studies and stories to illustrate his point. I think the idea that selling has shifted to “caveat venditor” is a helpful insight and sales managers and business leaders should take notice. However, the thesis that most all of us our sellers and will benefit from Pink’s subsequent tips on moving others is tenuous, and often strained.

It’s worth a read if you’re not yet convinced that customer service is paramount, but once you understand that, it’s very passable.

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  • Overall
    3 out of 5 stars
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    5 out of 5 stars
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    3 out of 5 stars

Much of this is based on outdated research

The book is convincing, but much of the research he uses is outdated. As an academic psychologists I was aware of lots of the research featured in the book, and many of these studies have not been supported by recent research. For example, Brian Wansink, the famous food researcher featured heavily in some chapters, is currently being investigated for fudging his statistics to make it look like he found effects that likely do not exist.

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4 people found this helpful

  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars

Insightful. I wish it would have been longer.

This is the first Daniel H. Pink book that I have listened to and he has nice engaging voice which made the book flow well.

The case studies and storytelling within this book helped make the content engaging, memorable and honestly, very useful in the modern workplace. I wish it would have been longer though, I want to learn more.

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  • Overall
    3 out of 5 stars
  • Performance
    4 out of 5 stars
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    2 out of 5 stars

disconnects from the second half

It is really great until the second half of this book where it feels like the writer didn't give the same time for quality then as he begun. Overall it is ok.

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  • Overall
    5 out of 5 stars

Best book not only on selling but about managing

Loved it help me to handle work and home and teacher me about the new world of moving people

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