To Sell Is Human: The Surprising Truth About Moving Others

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From the bestselling writer of Drive and A Whole New Mind, and teacher of the preferred MasterClass on Sales and Persuasion, 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. On a daily basis 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. 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. Adore 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 “At all times Be Closing”), explains why extraverts don’t make the most productive salespeople, and shows how giving people an “off-ramp” for their actions can matter more than in truth 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 a lot more. The result is a perceptive and practical book–one so they can change how you see the world and grow to be what you do at work, at school, and at home.