To Sell Is Human Book Summary - To Sell Is Human Book explained in key points
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To Sell Is Human summary

Daniel H. Pink

The Surprising Truth About Moving Others

4.5 (342 ratings)
16 mins

Brief summary

To Sell is Human by Daniel H. Pink explores the art of selling and how it has evolved. It provides useful insights, tips, and strategies for anyone who wants to improve their sales and persuasion skills, even if they are not in traditional sales roles.

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    To Sell Is Human
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    Selling – or at least moving others – is part of almost every job today.

    Even though the door-to-door salesmen who used to peddle everything from mothballs to feather dusters may have disappeared, the activity of selling is still as relevant and vibrant as ever – and is increasingly becoming part of everyone’s job.

    In large companies, the traditional line between sales and other departments is blurring fast. Engineers, product designers and customer support staff all interact with customers and can therefore help bring in sales. The enterprise software company Atlassian, for example, generated revenues of just over $100 million in 2011 without a single dedicated salesperson.

    This same “we’re all in sales” ethos also applies to entrepreneurs, soon to be the majority of the workforce in the United States. A start-up usually can’t afford a sales department – therefore everyone has to sell.

    In addition to sales activities creeping into many jobs, research shows that, on average, people spend some 40 percent of their time at work engaged in so-called non-sales selling, meaning persuading, convincing and influencing others. In other words, we spend almost half our time at work trying to move people.

    Non-sales selling is perhaps most important in the education and medical (Ed-Med) industries: A teacher persuades students to trade time and energy for an education; a doctor persuades patients to give up the pork chops they love for better health. Considering that Ed-Med is now the largest job sector in the US economy, and growing fast, it’s clear that moving people is becoming an increasingly important part of many Americans’ work.

    This transforming landscape in both sales and non-sales selling is making most of us some sort of salesperson.

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    What is To Sell Is Human about?

    To Sell Is Human explains how selling has become an important part of almost every job, and equips the reader with tools and techniques to be more effective at persuading others.

    To Sell Is Human Review

    To Sell Is Human (2012) by Daniel H. Pink provides a fresh perspective on the art of selling and why it is relevant to everyone. Here's why this book is worth reading:

    • With compelling research and real-life examples, it challenges traditional notions of selling and reveals how we are all in the business of persuading others in one way or another.
    • The book offers practical strategies and techniques to influence and persuade others, making it a valuable resource for anyone looking to improve their communication skills.
    • By exploring the psychology behind selling, Pink unveils intriguing insights that make the book an engaging and thought-provoking read.

    Who should read To Sell Is Human?

    • Anyone who wants to be better at influencing, persuading and convincing people, at work or in their free time
    • Anyone interested in the new ABCs of sales

    About the Author

    Daniel H. Pink is an American author whose previous bestsellers include Drive and A Whole New Mind. He was named as one of the top 50 most influential management gurus by Harvard Business Review. His earlier books have sold over one million copies in the United States alone.

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    To Sell Is Human FAQs 

    What is the main message of To Sell Is Human?

    The main message of To Sell Is Human is that everyone is in sales and can benefit from understanding how to effectively persuade and influence others.

    How long does it take to read To Sell Is Human?

    The reading time for To Sell Is Human varies depending on the reader's speed. However, the Blinkist summary can be read in just 15 minutes.

    Is To Sell Is Human a good book? Is it worth reading?

    To Sell Is Human is worth reading as it provides valuable insights into the art of selling and how persuasion skills can be applied in various aspects of life and work.

    Who is the author of To Sell Is Human?

    Daniel H. Pink is the author of To Sell Is Human.

    What to read after To Sell Is Human?

    If you're wondering what to read next after To Sell Is Human, here are some recommendations we suggest:
    • When by Daniel H. Pink
    • The Sell by Fredrik Eklund
    • SPIN Selling by Neil Rackham
    • The Ultimate Sales Machine by Chet Holmes
    • The Challenger Sale by Matthew Dixon and Brent Adamson
    • The Psychology of Selling by Brian Tracy
    • Drive by Daniel Pink
    • Do the New You by Steven Furtick
    • Sell Like Crazy by Sabri Suby
    • How to Tell a Story by The Moth