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To Sell Is Human: The Surprising Truth About Moving Others
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Read To Sell Is Human: The Surprising Truth About Moving Others

To Sell Is Human: The Surprising Truth About Moving Others (2012) (edit title/settings)

by Daniel H. Pink (Author) (edit contributors)

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Description edit see section history

From the bestselling author of Drive and A Whole New Mind comes an exploration of the power of selling, which each of us does every day—whether we know it or not. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. More than fifteen million people... read more

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Quotes edit see section history

  • “Negativity and negative emotions are crucial for our survival. They prevent unproductive behaviors from cementing into habits. They deliver useful information on our efforts. They alert us to when we're on the wrong path.”
    Daniel H. Pink
  • “Today, both sales and non-sales selling depend more on the creative, heuristic, problem-finding skills of artists than the reductive, algorithmic, problem-solving skills of technicians.”
    Daniel H. Pink
  • “Clarity depends on contrast. . . We often understand something better when we see it in comparison with something else than when we see it in isolation. . . That's why the most essential question you can ask is this: Compared to what? (Beggars sign: I am blind. Compared to It is springtime and I am blind.)”
    Daniel H. Pink and Robert Cialdini
  • “. . . framing a sale in experiential terms is more likely to lead to satisfied customers and repeat business.”
    Daniel H. Pink
  • “The neatest group by far was the first—the one that had been labeled "neat." Merely assigning that positive label—helping the students frame themselves in comparison with others—elevated their behavior.”
    Daniel H. Pink
  • “In the old days, our challenge was accessing information. These days, our challenge is curating it. To make sense of the world, for ourselves and those we hope to move we must wade through a mass of material flowing at us everyday--selecting what's relevant and discarding what's not.”
    Daniel H. Pink

First Sentence edit see section history

Norman Hall shouldn't exist.

Table of Contents edit see section history

Introduction

Part One
Rebirth of a Salesman
1. We're All in Sales Now
2. Entrepreneurship, Elasticity, and Ed-Med
3. From Caveat Emptor to Caveat Venditor

Part Two
How to Be
4. Attunement
5. Buoyancy
6. Clarity

Part Three
What to Do
7. Pitch
8. Improvise
9. Serve

Acknowledgments
Notes
Index

Authors & Contributors edit see section history

  1. Daniel H. Pink (Author)

First Edition edit see section history

Original Language: English
Publisher: Riverhead Books
Country: Simultaneously in the United States and Canada
Publication Date: December 31, 2012
ISBN: 978-1-59448-715-6
Page Count: 259

Classification edit see section history

  • Library of Congress: BF774.P56 2012
  • Dewey: 158.2

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