It used to be that salespeople were a main source of source of information as well as sales pitches. I was more interested in Pink's "seller beware" idea. And influence is subtlest of all and can persist for decades.Īlso, Pink's attempt to coin the term Ed-Med to describe the fields of education and medicine: Who cares? Is there really that much overlap between the two fields economically or psychologically? Sales are quantifiable either you make your number or you don't. I don't buy the idea that sales and persuasion and influence are the same thing. I almost gave up on this because I disagreed with one of Pink's main ideas in the first part of the book: the idea that most people now spend most of their time in what he calls non-sales selling.
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. 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.Īlong 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. Pink draws on a rich trove of social science for his counterintuitive insights. As he did in Drive and A Whole New Mind, Daniel H. To Sell Is Human offers a fresh look at the art and science of selling. 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.
Yes, 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.īut dig deeper and a startling truth emerges: Bureau of Labor Statistics, one in nine Americans works in sales. 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.Īccording to the U.S.
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