To Sell Is Human

To Sell Is Human challenges the traditional view of sales and argues that most modern workers engage in persuasion and influence as part of their jobs. Pink presents research showing that 40 percent of work time is spent moving others to take action, regardless of formal job title or role. Through case studies and scientific research, Pink outlines the shift from information asymmetry to information parity between buyers and sellers in the digital age. He introduces a new approach to selling based on attunement, buoyancy, and clarity - replacing the outdated ABC (Always Be Closing) sales mentality. The book provides practical techniques and exercises for improving persuasion skills, from understanding another's perspective to crafting more effective pitches. Pink draws from fields including behavioral economics, social psychology, and linguistics to demonstrate how anyone can become better at moving others. This examination of modern selling reflects broader changes in how humans interact and influence each other in an increasingly connected world. The book suggests that understanding these dynamics is crucial for success in both professional and personal spheres.

Readers call the book accessible and practical, with memorable concepts like "information parity" and "servant selling." Many appreciate Pink's research-backed approach and his argument that everyone engages in selling, even if not in traditional sales roles. Likes: - Clear, actionable takeaways - Personal anecdotes and case studies - Focus on ethical, service-oriented selling - Easily digestible format with chapter summaries Dislikes: - Too basic for experienced sales professionals - Repetitive content that could be condensed - Some find the "we're all in sales" premise overstretched - Limited advanced sales techniques One reader noted: "Changed my negative perception of sales by reframing it as helping others solve problems." Another criticized: "Feels like a long magazine article padded into book length." Ratings: Goodreads: 3.9/5 (23,000+ ratings) Amazon: 4.5/5 (1,900+ ratings) BookBrowse: 4/5

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📚 According to Pink's research, 1 in 9 American workers were in sales in 2000, but today 40% of our time at work is spent in non-sales selling - persuading and influencing others. 💡 The book reveals that extroverts aren't actually the best salespeople; "ambiverts" (people who fall between introversion and extroversion) achieve the greatest sales success. 🔍 Pink coined the term "elasticity of attention" to describe how buyers are now better informed than ever before, shifting the power dynamic between buyers and sellers. 🌟 The author conducted a first-of-its-kind survey of 9,057 workers worldwide, collaborating with Qualtrics and data scientist Howard Wainer to analyze modern selling behaviors. 💪 The book draws from research showing that questions containing "could" rather than "should" are more effective at persuasion because they elicit more creative responses and feel less judgmental.