To Sell Is Human: The Surprising Truth about Moving Others

  • Share this:
Share with a friend
Sign into your email account to send this page to a friend:
Outlook or Apple Mail
or other default program
See all books on Walmart.com. Browse fiction, check out our biographies, or find a great novel or children's book. Walmart.com also carries textbooks for less.
Advertisement
  • Browse Related Products
  •  
Advertisement

To Sell Is Human: The Surprising Truth about Moving Others

Format:  Hardcover,

260 pages

Publisher: Penguin Group USA

Publish Date: Dec 2012

ISBN-13: 9781594487156

ISBN-10: 1594487154

Buy from Walmart

Shipping & Pickup
Online
$15.22

In stock for:

  • Store information not available.

 Buy from Marketplace

Shipping & Additional Information

Book Information

The following content was provided by the publisher.
#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. "B""ut 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.

Specifications

Author:
Publisher: Penguin Group USA
Publish Date: Dec 2012
ISBN-13: 9781594487156
ISBN-10: 1594487154
Format: Hardcover
Number of Pages: 260
Shipping Weight (in pounds): 1.18
Product in Inches (L x W x H): 6.41 x 1.0 x 9.31

Chapter outline

Introduction
Rebirth of a Salesman
We're All in Sales Now
Entrepreneurship, Elasticity, and Ed-Med
From Caveat Emptor to Caveat Venditor
How to Be
Attunement
Buoyancy
Clarity
What to Do
Pitch
Improvise
Serve
Acknowledgments
Notes
Index

Reviews

Review by Library Journal (2013-06-21)

Pink (Drive; A Whole New Mind) successfully narrates his examples and research confirming that what he calls "non-sales salespersons" (i.e., the bulk of us) regularly persuade, convince, and influence others to give up something in exchange for something else. As they move others to uncover unknown challenges, modern salespersons are problem finders. The final third of the book is a practical how-to manual for "selling" your ideas using the contemporary sales ABC's (attunement, buoyancy, clarity), with six modern elevator-pitch outlines.

Verdict: This title should be of interest to anyone who is not a professional salesperson but who wishes to communicate and convince more effectively.

[The Riverhead Ac was a New York Times best seller.-Ed.] - M. Gail Preslar, formerly with Business Lib., Eastman Chemical Co., Kingsport, TN

(c). Copyright 2013. Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.

Book description

#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. B ut 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.

Customer Product Reviews

 

Gifting Plans

Financing Offers

Enjoy Great Financing!

Make the most of your shopping experience with the Walmart Discover® or Walmart Credit Card.

Save $25 when you open a Walmart® Credit Card and spend $75 today.*

*Offer subject to credit approval

Learn More or Apply Now

No Payments + No Interest if Paid in Full in 6 Months!
Enjoy no payments for 6 months. You'll have 6 months with no payments, and no interest if paid in full within 6 months on orders over $250. Otherwise, interest will be charged from the original date of purchase. Bill Me Later is the quick, easy, secure way to buy online without using your credit card. Simply select Bill Me Later at checkout. Subject to credit approval.

See Terms