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To Sell Is Human: The Surprising Truth About…
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To Sell Is Human: The Surprising Truth About Moving Others (2012 original; edició 2012)

de Daniel H. Pink (Autor)

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7541722,631 (3.83)2
"From the bestselling author of Drive and A Whole New Mind comes an exploration of the power of selling, which each of us does every day--whether we know it or not. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. More than fifteen million people earn their keep by convincing 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 out of nine. Whether we're entrepreneurs persuading funders, employees pitching colleagues, or parents and teachers cajoling kids, we spend our days trying to move others. Today, like it or not, we're all in sales. Or as Daniel H. Pink puts it, everyone is in the "moving business." In this provocative book, Pink offers a fresh look at the art and science of selling. He shows that sales, whether pushing a product or peddling an idea, isn't what it used to be. Because of powerful economic changes, the glad-handing, truth-bending form of sales is a relic. In its place is a new approach to moving people that involves three very human qualities and four surprising skills. As he did in Drive and A Whole New Mind, Pink lays out the science for his counterintuitive insights, offers vivid examples and stories, and provides readers with tools to put the ideas into action. Smart yet accessible, bold yet well argued, this is the first book on sales for people who've never read a book about sales. It will change how you see your world and transform what you do at work, at school, and at home"--"In the tradition of his bestselling book Drive, a revolutionary look at the art of selling. This is a book about sales for people who don't know they're in sales"--… (més)
Membre:MysteryTea
Títol:To Sell Is Human: The Surprising Truth About Moving Others
Autors:Daniel H. Pink (Autor)
Informació:Riverhead Books (2012), Edition: Illustrated, 272 pages
Col·leccions:Per llegir
Valoració:
Etiquetes:to-read, business

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To Sell Is Human: The Surprising Truth About Moving Others de Daniel H. Pink (2012)

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Es mostren 1-5 de 17 (següent | mostra-les totes)
I liked Pink's book Drive better. Was excited to read this, especially since I agreed with the premise and see "sales" as something I do all the time though I've never had a sales job title.

Not sure exactly what didn't sit well with me. Too many stories in the book, and not enough guidance? The whole book was story after story. Maybe it was too focused on the traditional negative salesperson image, and not enough on the new version of sales? Hmm.

In the end, I think the book would have been better if it hadn't anchored Pink's ideas around sales, but had used something that didn't have such a strong negative connotation. Maybe: "Changing others" "explaining value" "motivating the mind" "packaging ideas" (ok, I admit these are not awesome book titles, but you get my point) ( )
  pedstrom | Dec 22, 2020 |
I registered a book at BookCrossing.com!
http://www.BookCrossing.com/journal/13160622

I have watched all of Daniel Pink's "Crowd Control" on television. This series examines how to change the behavior of large groups of persons. Although I didn't find all of the techniques to my liking, I like the idea of using what we know about moving others to get them to behave differently.

In "To Sell is Human", Pink takes that concept, moving others, further, but focuses on what one person can do, usually in a one-on-one situation - like selling. His major point is that people engage in "selling" all the time. We sell ourselves, we sell our ideas, we sell actual products, we sell the ideas of others. In most cases, we can do it better.

Pink wants us to change our old ideas about selling. At times he stretches his new concept a bit far, in an effort to make a pithy point. For example, he takes the old selling "ABC" - Always Be Closing - and changes it to Attunement, Buoyancy, and Clarity. Just falls right off the tongue, right? No. It's ridiculous, even though the concepts behind the words do make sense. He moves on from those three to direct advice: creating a "pitch", improvising, and serving. Of them all, I found myself liking the "serve" direction best. Always be thinking how you can serve the "customer", whether she is literally a customer or not. I believe that this point of view can change not only how well you sell but also how you see yourself. If you can't see that what your selling will truly benefit someone else then you might want to look more closely at that product.

I felt the book had enough good insight and solid direction to warrant giving a copy to my daughter, who is currently engaged in actual selling. It's easy to read, sometimes fun, and doesn't use a lot of words to get to the point. A good handbook. ( )
  slojudy | Sep 8, 2020 |
Short, concise, research backed. Following his tips we can become nicer humans, empathetic in our dealings, and enjoy ourselves more. You could even interpret this book as the modern day How to Win Friends and Influence People. ( )
  bsmashers | Aug 1, 2020 |
Meh. Sub-Gladwell, post-facto, pseudo-wisdom. I don't read a lot of these kinds of books but our VP Sales recommended it. Some of it was semi-interesting, but a lot of it was nice anecdotes shoehorned into a creaky premise. ( )
  asxz | Mar 13, 2019 |
Lots of smoke. I got bored after listening to 20% of the audio book. It's not better than Drive. The author is overvalued ( )
  lucaconti | Jan 24, 2019 |
Es mostren 1-5 de 17 (següent | mostra-les totes)
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Wikipedia en anglès (2)

"From the bestselling author of Drive and A Whole New Mind comes an exploration of the power of selling, which each of us does every day--whether we know it or not. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. More than fifteen million people earn their keep by convincing 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 out of nine. Whether we're entrepreneurs persuading funders, employees pitching colleagues, or parents and teachers cajoling kids, we spend our days trying to move others. Today, like it or not, we're all in sales. Or as Daniel H. Pink puts it, everyone is in the "moving business." In this provocative book, Pink offers a fresh look at the art and science of selling. He shows that sales, whether pushing a product or peddling an idea, isn't what it used to be. Because of powerful economic changes, the glad-handing, truth-bending form of sales is a relic. In its place is a new approach to moving people that involves three very human qualities and four surprising skills. As he did in Drive and A Whole New Mind, Pink lays out the science for his counterintuitive insights, offers vivid examples and stories, and provides readers with tools to put the ideas into action. Smart yet accessible, bold yet well argued, this is the first book on sales for people who've never read a book about sales. It will change how you see your world and transform what you do at work, at school, and at home"--"In the tradition of his bestselling book Drive, a revolutionary look at the art of selling. This is a book about sales for people who don't know they're in sales"--

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