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. Every day more than 15 million people earn their keep by persuading someone else to make a purchase.īut dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. Bureau of Labor Statistics, one in nine Americans works in sales. Despite the breezy writing (even Bob the Builder turns up at one point) and anecdotes butting up against social science, there's a commitment to teaching here: Pink even provides sample cases to work through.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.Īccording to the U.S. Then Pink proposes 'how to be' in this brave new sales-focused world – attuned to the 'customer' and clear with your information, honest, direct and transparent. It first explains how sales have irrevocably changed thanks to the internet: buyers are now armed with information and are no longer at the mercy of the pushy man in a shiny suit. And if that sounds like a rather too neat way of underlining his point that 'we are all in sales now', To Sell Is Human does actually convince in its structure. It's something we all do every day – when we try and cajole our children to go to bed, we are 'moving' them to get what we want, in exactly the same way as we might persuade someone to purchase some artisan bread. Pink's mantra is that selling is not limited to call centres, shops or garage forecourts. Now he turns his attention to sales, and though he does speak to the famous cold-calling, record-breaking car salesman Joe Girard, this is less a book about the conniving tricks of this slippery trade, and more of a human guide to how sales might work and be successful in the 21st century. O nce a scriptwriter for Al Gore, Daniel Pink has carved a niche for himself as something of a workplace guru, his books investigating the importance of empathy in business ( A Whole New Mind) and motivation ( Drive) enjoying bestseller status.

To sell is human by daniel h pink