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To Sell Is Human: The Surprising Truth about Moving Others
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From the best-selling 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 15 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 extroverts 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.
Product details
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Audible Audiobook
Listening Length: 6 hours and 6 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Penguin Audio
Audible.com Release Date: December 31, 2012
Whispersync for Voice: Ready
Language: English, English
ASIN: B00AE9V9MA
Amazon Best Sellers Rank:
Fits a certain genre of canned, cocktail-party social science. Pink skims scholar.google until he finds that one article to use. He then takes that article out of context to back up some trivially obvious point.The first several chapters could be summarized in a page or two. Repetition at its worst. It takes so long to get to the useful meat of the book that you've probably already fallen asleep by the time you get to the idea of pitching.
This was my first Daniel Pink book (I also own "Drive," but haven't read it yet), and I was extremely impressed/satisfied with it.Awesome sales book. I especially liked how he spent the first third of the book talking about how pretty much everyone in the world today is in some form of selling. You might not see yourself as a "traditional salesman," but whatever you're line of work is, your survival/success will depend on how well you can "move people" (i.e. get them to part with their resources, such as time/money/energy, in exchange for some value you can provide to them).I'm following this book up with "Instant Influence" by Pantalon, which Pink references and recommends as additional reading in this book.Disclosure: I've read most of the classic books like Influence by Cialdini, How I Raised Myself from Failure to Success in Selling by Bettger, Pitch Anything by Oren Klaff, etc. and still found this one to be extremely helpful.The measure of any book is the value you can get out of it - i.e. what can you apply to your life/goal from the author's work/recommendations. I definitely found quite a few ideas that I could apply to a venture I'll be undertaking in the very near future (fundraising for a new hedge fund).
I am not sure where to begin with how wrong this book is. It is obvious that the author has never sold anything.I have actually taken people’s hard earned money for 25 years so please let me explain why the author is way off base.My dad tried to convince me the benefits of working for one company for 30 years. My wife ties to convince me daily about sex and many other things. The author would have you believe my mom and wife are salespeople. They are not.My dad and wife are regular people that are insecure at times, filled with fear, frozen to inaction and afraid to make hard decisions. When my dad, my wife, my neighbor have to buy a car, they are under stress. When they claim that a car salesperson is bad they are really saying how much they hate buying a car, not how much they loathe salespeople. Like anything else, people are egocentric, they are not spending five seconds thinking about the salesperson. They are simply recasting and rationalizing their fear away from themselves.A salesperson knows this. An author that thinks he knows how to sell does not.I stopped reading when the author tried to convince me that Ed-Med is the new dominant new sales category. That is like saying your Uber driver made the sale. Wrong, the Professor, the Doctor, the Uber driver are making good on a transaction already done. They are not selling.I consider the author’s claim to be especially ridiculous given how had I compete every day for dollars that the govt throws at Ed-Med. Missouri’s State Budget is $27B. 50% of that goes to Health Services. 25% of that goes to Education. The taxes that people and corporations pay to bolster that advance spending on Ed / Med is money they can’t spend on services/products that I have sold for 25 years. I wish I could wake up tomorrow “selling†as the author suggest to people that have $20B in their pockets. I wish my service were so easy to sell that somebody could just Uber it my way.Selling is number one profession that non-salespeople think they can do well. Salesforce.com created the open season on salespeople and so many of the misinformed are filling the air with nonsense. I look forward to the coming Saleforce.com bubble.
Let me be honest, I love the work of Daniel Pink. This book is not exception.Pink starts out by telling us how his book is for more than just salesman. The reality though, is that everyone is in sales. You may not make cold calls or get people to buy things, but you are seeking to motivate people everyday. Whether that is a boss, a child, a spouse or a friend.For leaders, this concept is enormous, but it is even more important for pastors. Every week, when a pastor preaches, they are seeking to move people. Through the power of the Holy Spirit, they seek to help people move from where they are to their next step with God. This takes motivation. According to Pink, this takes sales. While pastors will bristle at this idea, it is also true. Call it motivation or sales, it is the same thing. According to Pink, "The average person spends 40% of their life trying to move others. We're persuading, convincing, and influencing others to give up something they've got in exchange for what we've got."One of the problems Pink points out that we have when it comes to communicating is that we don't help people identify the correct problem. This is huge for preaching, helping people see what they could fix. Pastors often answer questions people aren't asking, and therefore don't move the people they are preaching to.Another takeaway for me as a preacher is helping people to see what a truth could look like in their life 5 years from now. I've started to say in sermons, "Imagine what your life would be like if you believed ____________." People are often unmoved, not because they don't understand something, but because they can't see the benefit or goodness of something.Here are a few things that jumped out:-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.-The correlation between extraversion and sales was essentially nonexistent.-You have to believe in the product you're selling--and that has to show.-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.-Next time you're getting ready to persuade others, reconsider how you prepare. Instead of pumping yourself up with declarations and affirmations, take a page from Bob the Builder and pose a question instead. Ask yourself: "Can I move these people?" As social scientists have discovered, interrogative self-talk is often more valuable than the declarative kind. But don't simply leave the question hanging in the air like a lost balloon. Answer it--directly and in writing. List five specific reasons why the answer to your question is yes.-The problem we have saving for retirement, these studies showed, isn't only our meager ability to weigh present rewards against future ones. It is also the connection--or rather, the disconnection--between our present and future selves.-The third quality necessary in moving others today: clarity--the capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn't realize they had.-We often understand something better when we see it in comparison with something else than when we see it in isolation.-So if you're selling a car, go easy on emphasizing the rich Corinthian leather on the seats. Instead, point out what the car will allow the buyer to do--see new places, visit old friends, and add to a book of memories.-Clarity on how to think without clarity on how to act can leave people unmoved.-The purpose of a pitch isn't necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.-Questions can outperform statements in persuading others.Overall, a worthwhile book for leaders or preachers.
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