To Sell Is Human: The Surprising Truth About Moving Others
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- Create Date：2021-04-23 14:55:57
- Update Date：2025-09-06
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- Author：Daniel H. Pink
- ISBN：1594631905
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Summary
Look out for Daniel Pink’s new book， When: The Scientific Secrets of Perfect Timing， coming January 9， 2018
#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
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。
#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
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。
Reviews
Megan
，
This is not a straightforward how-to book with lists about how to sell。 The author starts out by saying that the salesperson’s role used to be to figure out a potential buyers needs and provide information about products or services that would solve those problems。 Their worth was based on their access to information to which the average person did not have access。 But thanks to the internet， people have as much information as salespeople， so now the sales role is not to solve problems but to fi This is not a straightforward how-to book with lists about how to sell。 The author starts out by saying that the salesperson’s role used to be to figure out a potential buyers needs and provide information about products or services that would solve those problems。 Their worth was based on their access to information to which the average person did not have access。 But thanks to the internet， people have as much information as salespeople， so now the sales role is not to solve problems but to find problems by sorting through all of the information out there and “curating” it。 But it seems like sales books always said the seller needed to listen to the buyer， figure out what they needed and convince them he had the solution。 I’m not sure how this is really different。Then he describes lots of psychological studies and summarized how the can be used to improve sales。 I was a psychology major， so I found the studies interesting， but I was expecting a book more directly focused on improving sales techniques。 There was a long section on how improv works，to perhaps help you listen better and become better attuned to potential buyer。 I fear that if a client states his situation and I ask “why？” And follow up on his next 4 responses with additional “why’s” he’s going to post a review warning that I may have a drinking problem。 So I would rate the book as interesting but not particularly helpful。 。。。more
Divyanshu Suryavanshi
，
It's not just a Sales book， it's a book for Essential skills for life。 It's not just a Sales book， it's a book for Essential skills for life。 。。。more
Tim Shi
，
This book is a good intro to the psychology of moving others。 I heard good things about and started reading with very high expectations。 However， I would have to say that it didn’t really live up to the expectation since it felt like an assembly of psychology ideas that you can read more deeply about in other books。 For example， the chapter on improvisation is merely a summary of the book “impro”。 Nevertheless I think it’s a good pop book for introduction to psychology of selling。
Moamal Mustafa
，
It's a really good book for those who want to be salesmen without provisional experience It's a really good book for those who want to be salesmen without provisional experience 。。。more
Toni Tassani
，
Daniel Pink suggests we are all in sales now， and moving people is also selling: non-sales selling， without a purchase in the end。 The traditional view of the salesperson， enjoying asymmetry of information is no longer valid。He suggests that the ABC of sales is:- Attunement （tune with the buyer， practice "perspective-taking" and consider the nature of the "ambiverts"）- Buoyancy （interrogative self-talk and positivity with appropriate negativity）- Clarity （distinguish between problem-finding and Daniel Pink suggests we are all in sales now， and moving people is also selling: non-sales selling， without a purchase in the end。 The traditional view of the salesperson， enjoying asymmetry of information is no longer valid。He suggests that the ABC of sales is:- Attunement （tune with the buyer， practice "perspective-taking" and consider the nature of the "ambiverts"）- Buoyancy （interrogative self-talk and positivity with appropriate negativity）- Clarity （distinguish between problem-finding and problem-solving and use the "contrast principle"）In order to improve in our selling activity， he suggests pitch， improvise and serve。I liked the references to improv theatre。Not a great book， but helped me seeing sales with new eyes。 。。。more
Sequoia
，
I like his first book， Drive。 The I read more of his books。 "When"， and this one。 Let me put it this way: his book is。。。 New York best-selling-ly。 If you know what I mean。 The topic is interesting and practical; he reads widely and has the ability to organize and "curate" information and presents it in a way accessible。 And always full of practical tips。 Yet in the end you have a tint of rush; of something that can be further polished。。。or I'm just a picky reader。Ok now contents。 Main idea: inte I like his first book， Drive。 The I read more of his books。 "When"， and this one。 Let me put it this way: his book is。。。 New York best-selling-ly。 If you know what I mean。 The topic is interesting and practical; he reads widely and has the ability to organize and "curate" information and presents it in a way accessible。 And always full of practical tips。 Yet in the end you have a tint of rush; of something that can be further polished。。。or I'm just a picky reader。Ok now contents。 Main idea: internet makes information abundant and old information-asymmetry between seller and buyer has been greatly reduced。 So new "sellers" （including everyone who wants to move others to spend money or time or resources for your cause） have to geniuely care more about buyers and survive in a sea of rejection and make your selling better。 In the end that'll be a better world。 And he'll teach you how to do it。 。。。more
Ronald
，
Very practical and organized book。 Everything almost comes in threes， and it makes the points easy to remember。First part talks about how the world of sales is changing and the need for sales in daily life。Second part talks about the ABCs of sales， and provides a lot of practice and exercises to understand and get better with them。 Saying attunement， buoyancy， and clarity will do nothing for you unless you actually read or do the excercises here。Last part shows a few ways to apply the steps from Very practical and organized book。 Everything almost comes in threes， and it makes the points easy to remember。First part talks about how the world of sales is changing and the need for sales in daily life。Second part talks about the ABCs of sales， and provides a lot of practice and exercises to understand and get better with them。 Saying attunement， buoyancy， and clarity will do nothing for you unless you actually read or do the excercises here。Last part shows a few ways to apply the steps from part 2; namely how to pitch your ideas， seeing sales as an improvising theatre， and serving the people and actually making their lives better。 Neat book。 Will rate higher if I see better results from it 。。。more
Emma Beckerle
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Solid & quick little read。 Employing EQ in selling。 I think it’s helpful and not much of a lift。
Christopher J Finlayson
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Quick read， and worth itMost sales books offer outdated advice， full of sales tricks， useful in a selling environment that no longer exists。 Pink’s explanation of the shift from “buyer beware” to “seller beware” rings true to me。 You can’t trick buyers and hope to have long term success。 Instead， you have to be pithy， relatable and serve customers。 The chapters on the importance of listening and the success of ambiverts， were particularly interesting。 The book is full of fun stories that make it Quick read， and worth itMost sales books offer outdated advice， full of sales tricks， useful in a selling environment that no longer exists。 Pink’s explanation of the shift from “buyer beware” to “seller beware” rings true to me。 You can’t trick buyers and hope to have long term success。 Instead， you have to be pithy， relatable and serve customers。 The chapters on the importance of listening and the success of ambiverts， were particularly interesting。 The book is full of fun stories that make it an enjoyable read， well worth the time。 。。。more
Brett Collins
，
It’s a good read but I’m going to stick to fiction 😀
Pau
，
Aunque lo parezca， no es un libro de ventas。 Es un libro donde se recopilan los últimos descubrimientos en psicología social para mejorar tu capacidad de persuasión。 Seas comercial o no， este libro te enseñará a vender mejor tus ideas o productos con consejos prácticos y una narración amena。 Incluye también varios ejemplos de cómo aplicar dichas técnicas a tus relaciones sociales。Te lo recomiendo si: necesitas consejos prácticos para mejorar tus habilidades sociales y comerciales y no quieres mu Aunque lo parezca， no es un libro de ventas。 Es un libro donde se recopilan los últimos descubrimientos en psicología social para mejorar tu capacidad de persuasión。 Seas comercial o no， este libro te enseñará a vender mejor tus ideas o productos con consejos prácticos y una narración amena。 Incluye también varios ejemplos de cómo aplicar dichas técnicas a tus relaciones sociales。Te lo recomiendo si: necesitas consejos prácticos para mejorar tus habilidades sociales y comerciales y no quieres mucho rollo teórico。 Valoración 9/10。 。。。more
L
，
If you broaden the definition， it will naturally encompass more things。 This is what happens in this book， where the definition of selling is broadened to encompass things like persuading people to do something， even like using a style guide。 Maybe this convinces you， but it doesn't work for me。 There are interesting studies in there， but I lose interest when the author then applies them to the principle of selling。 This was also written in 2012， so may be outdated by today's standards。 Some thi If you broaden the definition， it will naturally encompass more things。 This is what happens in this book， where the definition of selling is broadened to encompass things like persuading people to do something， even like using a style guide。 Maybe this convinces you， but it doesn't work for me。 There are interesting studies in there， but I lose interest when the author then applies them to the principle of selling。 This was also written in 2012， so may be outdated by today's standards。 Some things he suggested （e。g。 be specific， elicit curiosity） just seem like click-bait today （e。g。 five things you need to know about this！）。 。。。more
Rohit Nair
，
Good standard sales book that every person should read。 Goes without saying every sales person should get their hands on the book。I've been selling for a while now and few techniques I read in the book are something I apply everyday knowingly or unknowingly。 It's definitely best to be the kind of sales person that Daniel speaks about in this world。 We definitely need more people/sellers in the world who care and want to solve problems。 Good standard sales book that every person should read。 Goes without saying every sales person should get their hands on the book。I've been selling for a while now and few techniques I read in the book are something I apply everyday knowingly or unknowingly。 It's definitely best to be the kind of sales person that Daniel speaks about in this world。 We definitely need more people/sellers in the world who care and want to solve problems。 。。。more
Mahesh
，
One idea that this book crystallized for me was that we are selling all the time even though it doesn't feel that way。 3 stars because it could have been shorter。 3 starts because the book has too many stories about cars salesmen and other forms of sales that doesn't quite fit in the 21st century。 3 stars because the author drops quotations or things some unknown people have said。 One idea that this book crystallized for me was that we are selling all the time even though it doesn't feel that way。 3 stars because it could have been shorter。 3 starts because the book has too many stories about cars salesmen and other forms of sales that doesn't quite fit in the 21st century。 3 stars because the author drops quotations or things some unknown people have said。 。。。more
Natansh Dubey
，
Bang On！ Must read for ALL！
Juan Chavez
，
Great book！ Started off slow but really picked up。The Book in Three Sentences1）We’re all in sales。2）Ambiverts are the most effective salespeople3）It’s easier to sell something to someone when you know doing so will improve their life — and maybe even the world。The Five Big Ideas1）“Like it or not， we’re all in sales now”。2）“The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness”。3）“Adam Grant has discovered that the most effective sales Great book！ Started off slow but really picked up。The Book in Three Sentences1）We’re all in sales。2）Ambiverts are the most effective salespeople3）It’s easier to sell something to someone when you know doing so will improve their life — and maybe even the world。The Five Big Ideas1）“Like it or not， we’re all in sales now”。2）“The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness”。3）“Adam Grant has discovered that the most effective salespeople are ambiverts， those who fall somewhere in the middle of the introversion-extraversion scale”。4）“The most effective self-talk doesn’t merely shift emotions。 It shifts linguistic categories。 It moves from making statements to asking questions”。5）“Anytime you’re tempted to upsell someone else， stop what you’re doing and upserve instead。 Don’t try to increase what they can do for you。 Elevate what you can do for them”。https://www。samuelthomasdavies。com/bo。。。1）“To sell well is to convince someone else to part with resources—not to deprive that person， but to leave him better off in the end。”2）“The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea。 The purpose is to offer something so compelling that it begins a conversation， brings the other person in as a participant， and eventually arrives at an outcome that appeals to both of you。”3）“In the new world of sales， being able to ask the right questions is more valuable than producing the right answers。 Unfortunately， our schools often have the opposite emphasis。 They teach us how to answer， but not how to ask。”4）“Good improvisers seem telepathic; everything looks prearranged。 This is because they accept all offers made。 。。。more
Noushin Nuri
，
My expectations from this book were not met。1。 The ABCs for selling mentioned seemed very sound as principles but lacked clarity as to how these should be implemented in practical lives。 There's too much background research but not enough takeaways for the reader。2。 Pink bases the introduction on the importance and evidence of non-sales selling in our lives。 But throughout the book， majority of his major examples relate to sales。 3。 The sample cases were ineffective to say the least。 Again， thes My expectations from this book were not met。1。 The ABCs for selling mentioned seemed very sound as principles but lacked clarity as to how these should be implemented in practical lives。 There's too much background research but not enough takeaways for the reader。2。 Pink bases the introduction on the importance and evidence of non-sales selling in our lives。 But throughout the book， majority of his major examples relate to sales。 3。 The sample cases were ineffective to say the least。 Again， these lacked clarity and specificity。 One of the cases in this 250 page book actually just gives you a list of five books （at least 1000 pages I'm guessing） to read！ And the author could not SELL why I should be reading those books。 4。 The only chapter of the book I found non-trash was the chapter of pitches。 Even that chapter lacked enough examples of each kind of pitch。 The most ironic thing is that after having read the whole book， I simply did not have a reason to buy into the methods mentioned in 'To Sell is Human。' 。。。more
Kayla Sokoloff
，
This was second Daniel H。 Pink book this week and it did not disappoint。 After hearing Mr。 Pink on Jay Shetty's podcast I was intrigued。 The crux of the book is trying to sell the reader on the idea that we are all salespeople in our own lives。 Pink breaks down the role of a salesperson， why its important that we recognize ourselves as one， and how to become better at selling。 I was pleasantly surprised by the number of great and applicable lessons throughout the book that applied to my role as This was second Daniel H。 Pink book this week and it did not disappoint。 After hearing Mr。 Pink on Jay Shetty's podcast I was intrigued。 The crux of the book is trying to sell the reader on the idea that we are all salespeople in our own lives。 Pink breaks down the role of a salesperson， why its important that we recognize ourselves as one， and how to become better at selling。 I was pleasantly surprised by the number of great and applicable lessons throughout the book that applied to my role as a high school teacher。 。。。more
Jason
，
I'll be recommending this to my entire team。 It reads fast， well written， strongly researched， but provides a compelling narrative that goes with the actionable advice。 I'll be recommending this to my entire team。 It reads fast， well written， strongly researched， but provides a compelling narrative that goes with the actionable advice。 。。。more
Michelle Cornish
，
I agree with Pink in that we are all salesmen。 As much as selling makes us uncomfortable， I would argue that's because we haven't found the way to sell that clicks for us。 This book offers a new way of looking at sales~a way to find your marketing zen。 Pink argues that， thanks to the Internet， we no longer live in a buyer beware world。 Buyers can look up all the information they want。 It's the sellers that need to be aware and change their approach to sales by tuning into the individual interact I agree with Pink in that we are all salesmen。 As much as selling makes us uncomfortable， I would argue that's because we haven't found the way to sell that clicks for us。 This book offers a new way of looking at sales~a way to find your marketing zen。 Pink argues that， thanks to the Internet， we no longer live in a buyer beware world。 Buyers can look up all the information they want。 It's the sellers that need to be aware and change their approach to sales by tuning into the individual interactions they have every day。 My favourite section was the six successors to the elevator pitch。 Armed with the knowledge to create these six types of pitches， you're sure to find the best ways to present your products or services forward。 A fascinating and helpful read！ 。。。more
Benedict Lim
，
great book many gems。short and sweet
Jon
，
I really struggled to get through this small book。 It seemed so mundane and trite with the points he was making。 Maybe I need to rethink the reason I chose to read this book （trying to motivate volunteers）， but frankly， it didn't have much impact on me。 I'm sure that many other people found this book to be perfect for their circumstances。 I'm not at all suggesting that Daniel Pink isn't a great author or doesn't know his subject， it's just that I didn't find the material particularly moving。 I really struggled to get through this small book。 It seemed so mundane and trite with the points he was making。 Maybe I need to rethink the reason I chose to read this book （trying to motivate volunteers）， but frankly， it didn't have much impact on me。 I'm sure that many other people found this book to be perfect for their circumstances。 I'm not at all suggesting that Daniel Pink isn't a great author or doesn't know his subject， it's just that I didn't find the material particularly moving。 。。。more
Darryl Blackbird
，
Moving
Adrian Stefan Tudor
，
# 📖 The Book - Short Summary- This book is about human behavior and how everybody is a salesperson （we’re all trying to move others to listen to us， buy from us， or do things for us）。 You will find in this book three key concepts: attunement， buoyancy， and clarity - that are at the base of successful sales in the new age of information according to the author。 He then describes the three key skills needed to put these concepts to work – pitch， improvisation， and service。# 👉🏻 My Impressions on It # 📖 The Book - Short Summary- This book is about human behavior and how everybody is a salesperson （we’re all trying to move others to listen to us， buy from us， or do things for us）。 You will find in this book three key concepts: attunement， buoyancy， and clarity - that are at the base of successful sales in the new age of information according to the author。 He then describes the three key skills needed to put these concepts to work – pitch， improvisation， and service。# 👉🏻 My Impressions on It- There are some helpful tips in the book （not original）， but most of it is concentrated on how the sales profession has changed since the Internet， and talks a lot about a Fuller brush salesman and used car salesman。 The information could have been summed up in an article。# ❓ Who Should Read It？- In this case， I would suggest who is interested in reading the book to rather find a summary of it。# 🤔 Book Impact on Me（How my life/behavior/thoughts/ideas have changed as a result of reading the book。）- Never realized before reading this book that we all are， in one way or another， trying to sell at every stage in our lives and practically almost every day， something to someone （a concept， beliefs that we have。。。etc。）。 That's why next time I would like to sell an idea to someone I will think about how to structure my pitch in a better way。# 🧐 Things that remained with me after reading this book:- successors to the elevator pitch: One-word pitch， Question pitch， Rhyming pitch， Twitter pitch- Attunement: Mimic strategically; Increase your power by reducing it- “up serve” rather than “up sell”# ✍️ My Top 3 Quotes- “We’re more likely to be persuaded by those whom we like。 And one reason we like people is that they remind us of 。 。 。 us。”- “We often understand something better when we see it in comparison with something else than when we see it in isolation。”- “Nowadays only brutally simple ideas get through，” 。。。more
Manouane Beauchamp
，
Livre ennuyant， j'ai interrompu ma lecture。 Livre ennuyant， j'ai interrompu ma lecture。 。。。more
Joseph
，
Great great book。 I learned a tremendous amount from this book。 There are many things that set Pink apart from other author and sales trainers， however one BIG one that stuck with me is the amount of time he spends talking about how to use sales and persuasion in a moral and altruistic manner， so much so he tells you to treat the other person as you would your grandma。 Here are some other interesting things I learned:1）Sales has changed more in the past 20 years than in the past 2000 YEARS！！ （In Great great book。 I learned a tremendous amount from this book。 There are many things that set Pink apart from other author and sales trainers， however one BIG one that stuck with me is the amount of time he spends talking about how to use sales and persuasion in a moral and altruistic manner， so much so he tells you to treat the other person as you would your grandma。 Here are some other interesting things I learned:1）Sales has changed more in the past 20 years than in the past 2000 YEARS！！ （Information Symmetry）2）The new ABC of sales Attunement， Buoyancy， and Clarity。3）How to pitch and more specifically the power of questions and rhymes 4）The crucial necessity of listening and not simply waiting to talk5）The importance of selling to serve not selling for money and extreme customer care and customer service。Favorite quote from the book: “Don’t elevate what they can do for you， elevate what you can do for them。” 。。。more
Serge Larose
，
First book completed in 2021！ This book was in David Priemer's blog of recommended books to read。 I took the opportunity to rent the audio book and listened to it as I went for walks。 I felt it was jammed packed with golden nuggets of information throughout。 After 10 years of car sales， I've shifted over to an outside sales rep position。 I found so many insightful pieces within this book and feel blessed that I was guided in it's direction。 Hopefully this message can inspire someone else to read First book completed in 2021！ This book was in David Priemer's blog of recommended books to read。 I took the opportunity to rent the audio book and listened to it as I went for walks。 I felt it was jammed packed with golden nuggets of information throughout。 After 10 years of car sales， I've shifted over to an outside sales rep position。 I found so many insightful pieces within this book and feel blessed that I was guided in it's direction。 Hopefully this message can inspire someone else to read this book and hopefully you will feel the same。 。。。more
Winslow Morrell
，
A stageI thought that a lot of what he talked about was common sense。 It frustrated me because I felt like towards the end of the book， he ran out of good material。 I think he could have done better at showing actual sales in action and how they work using his techniques。 I’m not impressed。
Muntasir Al Hirbawi
，
AmazingAmazing read and a different way to look at the day to day life。 We are selling always！ An amazing insights on how to do it better
Naomi Bombardier
，