p>A ground-breaking new business book from the New York Times number-one best seller. We're all in sales now. Each day millions of people earn their keep by convincing someone else to make a purchase. They sell planes to airlines, oil shares to sheiks, cars to drivers. They sell consulting agreements, magazine subscriptions, and time-shares, double glazing, broadband, fitted kitchens, car insurance, life insurance, pet insurance! Some work in fancy offices with glorious views, others in dreary cubicles, but most look exactly like you. In fact, each and every one of us spends time trying to persuade others to part with resources - money, time, attention - though most of the time we don't realise we're doing it.

Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn or putting the cat out. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter, and in Match.com profiles.

In this new book from the best-selling author of Drive, Dan Pink explores the ways in which we can all improve our sales skills in every area of our lives and identifies the three personal qualities and four essential skills necessary to move people. Relying on science rather than platitudes and analysis instead of exhortation, Dan builds on his own sales experience and on the profiles of some of the world's best salespeople - and makes us look again at our own sales skills.

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Product details

Listening Length	6 hours and 6 minutes
Author	Daniel H. Pink
Narrator	Daniel H. Pink
Audible.in Release Date	07 February 2013
Publisher	Canongate Books Ltd
Program Type	Audiobook
Version	Unabridged
Language	English
ASIN	B07B8CMT9D
Best Sellers Rank	#2,149 in Audible Audiobooks & Originals (See Top 100 in Audible Audiobooks & Originals) #11 in Creativity & Genius #14 in Creativity (Audible Audiobooks & Originals) #25 in Time Management & Productivity

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5 star		68%
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2 star		4%
1 star		3%

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Henry Alexander

Good book for sales professional

Reviewed in India on 17 February 2020

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Remind me of from Shiv Khera that everyone is selling.
I've read till first chapter now and loved it. It backs up with relevant data about how the world of selling is changing.
The data shown is mostly from USA. If it would have included world data then it'd be better.
Book print quality is good and a must recommend for sales trainers and salespersons.

3 people found this helpful

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Kindle Customer

Very practical insights

Reviewed in India on 20 December 2019

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Interesting insights on selling, both sales and non sales. Practical approaches. A must read. A big fan of this book

One person found this helpful

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Sandeep Gautam

Realigns your view from sales as a neceassary evil, to sales as a human capacity for win-win

Reviewed in India on 15 October 2014

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My expectations from Pink were sky high given that I am a fan of his work especially 'Drive'. This book is a nice book, but could have been better if it was more focused on 'non-sales selling' or 'influencing' to the exclusion of actual sales.
In the current form, the book tries, in my view not so successfully, to bridge and extrapolate from the world of sales to non-sales selling/ influencing.
That said, this is again a good book for people interested in sales/services and influencing sector (and who of us isn't) and manages to club a few disparate tips and techniques in easily memorable and coherent categories.
Pink is here to stay and we can expect that the field of work psychology continues to be transformed by books he writes and concepts he popularizes.

3 people found this helpful

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Kunal Kumar

Good read

Reviewed in India on 20 December 2019

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Author makes nice points, though i wish he could have shortened the content. I would request all such authors to finally provide a list of all the suggestions/tips in 1-2 page for the readers

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Amit

Excellent Read

Reviewed in India on 29 December 2020

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Amazing to read. Gives you many relevant examples to strengthen the authors point. Much for modern day sales (Including non Sales selling)

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Jaideep Ghosh

Useful insights on ‘non-sales selling’

Reviewed in India on 6 October 2018

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The later part of the book, with examples and practical insights, appeared more interesting to me. Overall a solid piece, as is expected from Pink.

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Awastl

Very good book

Reviewed in India on 16 April 2020

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It is a must read for all the working people. I liked it alot.

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Nick Michelioudakis

A Review - for Educators

Reviewed in the United Kingdom on 15 July 2016

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Q: What does a book on ‘Selling’ have to do with teachers?!? A: A great deal apparently! Pink starts by pointing out two facts: a) the fastest growing fields today are Ed – Med (Education and Medicine – ok, we sort of knew that) and b) an incredible 40% of our time is spent in non-sales selling!! We sell clients on how great we are and we sell learners on English (or maths, history, etc.)! That involves a lot of presentation, communication and persuasion skills. Pink can help us with all three of them.
Pink has studied communication extensively and he has lots of interesting things to say on how to write catchy e-mail titles (p. 167), tweets (p. 170) and why using visuals is so important (p. 180). But he also gives us the results of a number of studies on such fascinating topics as...
...Labelling (p. 138): In a Prisoner’s Dilemma type of game, 33% of the participants cooperated when they were told it was called ‘The Wall-Street Game’ but the number doubled when others were told they would be playing ‘The Community Game’. The same effect was found when some students were labelled ‘tidy’ as opposed to a controlled group (Moral: Label you students positively and they will live up to the label!)
...Facilitation (p. 142): In another study, students who had been singled out for their pro-sociality by their peers, were asked to contribute to a food drive for charity. The same was done with others classified as ‘selfish’. The results: 8% of the former but 25% of the latter donated food! Why? The ‘selfish’ students had been given clearer instructions about what to donate and when! (Moral: motivation aside, direct behavioural instructions [‘Do this!’] can go a long way towards ensuring compliance).
...Persuasion Techniques: Here is one: instead of asking students whether they have studied for a test which might trigger ‘Psychological Reactance’ we could ask them ‘How ready are you for the test? Say on a scale from 1 to 10?’ When they answer, we can then follow up with the fantastic ‘Why not a lower number?!?’ This forces them to focus on the positive (what they have done) and shows them what they still need to work on! Excellent!! (p. 213)
What makes the book so readable is that Pink also gives readers many real life examples. Here is my favourite one: On page 213 of the book there is a picture which hangs on the wall of an Italian restaurant. The picture is that of the owner and it reads: ‘If you had anything less than a great experience at ‘il Canale’, please call my cell: 703-624-2111’!! Now think: how many DOSs would be prepared to do such a thing? :-)

11 people found this helpful

sweavo

Colour me skeptical

Reviewed in the United Kingdom on 29 May 2017

Verified Purchase

Bought this on the strength of Drive. Maybe I'm more grown-up now but I found the intro distinctly unpersuasive. You can watch him bend the research findings to add weight to his claims that they do not deserve. Then he claims that Palantir "simply requires each new hire to read two books, one is a nonfiction account of..." since he doesn't tell us what books, I googled it and found it to be untrue. Different employees get different books. So the author it's building on a foundation of myth. I expect it's a very good book for getting by in Pink's mythical world, but I would like to see more rigor from a book based on the real one.
And now I'm wondering what I have to un-learn from Drive.

8 people found this helpful

William Cohen

These days we all have to sell - and if you don't agree, you can go to hell!

Reviewed in the United Kingdom on 22 January 2017

Verified Purchase

26 years ago, when I left university, I would have been horrified to learn that I would end up in sales. But here I am. And Daniel Pink is absolutely right, we all have to be in sales these days, especially if we're self-employed.

I work as a speechwriter, and that's where Daniel Pink began, working for Al Gore. All this stuff is relevant to speechwriting - and as speechwriting embraces blog posts, Twitter and other outputs these days, the techniques he passes on about improv theatre, rhyme and one word pitches are fun and worth putting into practice every day.

I'd read about Joe Girard, the famous car salesman, and Dan Pink puts his theories into context. The world has moved on a long way since the mantras like 'Always be closing'. The internet gives us most of what we need to know about products and services. The sales people have to work with that grain.

He tells a nice story about one of the last door-to-door salesmen and gives us some good buzzwords for sharpening our technique for the C21st - his ABC is 'Attunement, buoyancy and clarity'.

His Pixar story structure technique is also just the kind of thing you want as a takeaway from a business book. I was really glad I picked up this book, I'll be working with it for at least the next six months.

3 people found this helpful

MissB

This is brilliant. Lot of American references I found hard to ...

Reviewed in the United Kingdom on 21 August 2016

Verified Purchase

This is brilliant. Lot of American references I found hard to relate to.
Skim through and pick out the relevant paragraphs. For me it was all in the last 40 pages.
This applies to all, a mum who's trying to get kids to do house chores, an employee who's struggling with the boss, or a owner of a company whose staffs won't stick.
Perhaps Pink could have sold the book better! It isn't about selling- it's about getting your way, every time, by being appreciated by people, which is rather nice and good to realise there's a nice battle no one fights in.

2 people found this helpful

Lewis King

Full review soon

Reviewed in the United Kingdom on 26 November 2019

Verified Purchase

I enjoyed this more than I thought I would.

It's pretty run of the mill, if you know marketing and sales, there is nothing new or revolutionary here. But there are a couple if sparks, techniques and ideas I'd like to incorporate more into my work.
It's a good top up book, a refresh on your thinking about marketing and also on being creative. It's idealistic and I like that.

One person found this helpful

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To Sell Is Human: The Surprising Truth about Persuading, Convincing and Influencing Others Audible Audiobook – Unabridged

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