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The Surprising Truth About Moving Others
Riverhead
January 2013
On Sale: December 31, 2012
272 pages
ISBN: 1594487154
EAN: 9781594487156
Kindle: B0087GJ8KM
Hardcover / e-Book
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Self-Help | Non-Fiction
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.
According to the U.S. Bureau of Labor
Statistics, 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.
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 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.
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.
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