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To sell is human. The surprising truth about persuading, convincing, and influencing others Paperback – 1 January 2014

4.5 out of 5 stars 1,785 ratings

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Review

Pink is rapidly acquiring international guru status . . . He is an engaging writer, who challenges and provokes ― * Financial Times *

Provocative and fascinating -- Malcolm Gladwell ― * on Drive *

A gifted writer who turns even the heaviest scientific study into something digestible - and often amusing - without losing his intellectual punch ― * New York Post *

Pink's ideas deserve a wide hearing. Corporate boards, in fact, could do well by kicking out their pay consultants for an hour and reading Pink's conclusions instead ― * Forbes *

Less a book about the conniving tricks of this slippery trade, and more of a human guide to how sales might work and be successful in the 21st century -- Ben East ― * The Observer *

Daniel Pink has issued a bold and persuasive call to bring our understanding of human motivation out of the realm of folklore and into the realm of science ... Drive will make you rethink everything you do to motivate yourself and those around you -- Richard Wiseman, author of 59 SECONDS and QUIRKOLOGY

Pink is clear and thoughtful - he sells his arguments beautifully ― * Evening Standard *

About the Author

Daniel H. Pink is the author of several books, including the New York Times bestselling Drive, To Sell is Human and A Whole New Mind. His books have been translated into 35 languages and have sold more than 2 million copies worldwide. He lives in Washington D.C. with his wife and children.

Product details

  • Publisher ‏ : ‎ Canongate Books; Main edition (1 January 2014)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 272 pages
  • ISBN-10 ‏ : ‎ 0857867202
  • ISBN-13 ‏ : ‎ 978-0857867209
  • Dimensions ‏ : ‎ 12.9 x 1.73 x 19.81 cm
  • Customer Reviews:
    4.5 out of 5 stars 1,785 ratings

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Daniel H. Pink is the #1 New York Times bestselling author of seven books -- including his latest, THE POWER OF REGRET: How Looking Backward Moves Us Forward. His books have sold millions of copies around the world, been translated into forty-two languages, and have won multiple awards. He lives with his family in Washington, DC.

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Top reviews from Australia

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Reviewed in Australia on 18 August 2014
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Top reviews from other countries

sweavo
2.0 out of 5 stars Colour me skeptical
Reviewed in the United Kingdom on 29 May 2017
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Nick Michelioudakis
5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on 15 July 2016
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5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on 14 July 2016
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? :-)
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William Cohen
5.0 out of 5 stars These days we all have to sell - and if you don't agree, you can go to hell!
Reviewed in the United Kingdom on 23 January 2017
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3 people found this helpful
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@Timothy_Hughes
5.0 out of 5 stars Provides advice and guidance for anybody taking their first steps into sales.
Reviewed in the United Kingdom on 6 September 2021
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MissB
4.0 out of 5 stars This is brilliant. Lot of American references I found hard to ...
Reviewed in the United Kingdom on 21 August 2016
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2 people found this helpful
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