To Sell Is Human | Daniel Pink

Why I Wrote To Sell is Human

What You'll Learn in To Sell is Human

Like it or not, we’re all in sales. One in nine American workers is in sales. But the rest spend a huge portion of their days in “non-sales selling” – about 40 percent of their time on the job persuading, influencing, and moving others.
Sales has changed more in the last 20 years than in the previous 200. We’ve moved from a world information asymmetry, where the sellers always had more information than the buyers to one closer to information parity, where the buyers often have as much information as the sellers. Today it’s “seller beware” as much as “buyer beware.”
To flourish in this remade world, you need to master the new ABCs. “Always Be Closing” has given way to the three qualities most necessary to sell ethically and effectively. Attunement (taking other’s perspective), Buoyancy (staying afloat in an ocean of rejection), Clarity (helping others see problems and information in new ways.)
You also need the specific skills of pitching, improvising, and serving. In a noisy world, concise, creative pitches matter. When plans go sideways (as they always do), improvisation is key. And above all, genuine service—making it personal and purposeful—is what moves people most.
Selling is fundamentally human. Whether you an entrepreneur or parent, a doctor or a teacher, a nurse or a software engineer, moving others is central to who you are and what you do. Done right, selling isn’t sleazy or manipulative. It’s noble, necessary, even beautiful.

Most Highlighted on Kindle

"Attunement is the ability to bring one’s actions and outlook into harmony with other people and with the context you’re in."
"The lesson: Clarity on how to think without the clarity on how to act can leave people unmoved."
"Once positive emotions outnumbered negative emotions by 3 to 1 — that is, for every three instances of feeling gratitude, interest, or contentment, they experienced only one instance of anger, guilt, or embarrassment— people generally flourished.
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"One of the most effective ways of moving others is to uncover challenges they may not know they have."
"To sell well is to convince someone else to part with resources— not to deprive that person, but to leave him better off in the end . "

Purchase Now:

To Sell Is Human: The Surprising Truth About Moving Others

A groundbreaking look at how everyone is now in sales—and how to effectively persuade, influence, and move others in both personal and professional life.

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Awards & Accolades

#1 New York Times Bestseller

#1 Wall Street Journal Bestseller

#1 Washington Post Bestseller

American Marketing Association's Berry Book Prize

800CEO Read Marketing Book of the Year

Translated into 42 languages

"Excellent . . . Radical, surprising, and undeniably true."

Harvard Business Review

“Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment.”

Bloomberg

“An engaging blend of interviews, research, and observations by [this] incisive author.”

The Globe and Mail

"Like discovering your favorite professor in a box . . . packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples. . . . This book deserves a good, long look."

Publishers Weekly (starred review)

"Vastly entertaining and informative."

Forbes

"Pink has penned a modern-day How to Win Friends and Influence People. To Sell is Human is chock-full of stories, social science, and surprises . . . All leaders -- at least those who want to 'move' people -- should own this book."

Training and Development magazine

"Pink is one of our smartest thinkers about the interaction of work, psychology, and society."

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