Books on Hold: To Sell Is Human: The Surprising Truth About Moving Others

Books on Hold is a blog series dedicated to books I have seen in passing and requested from my local library. See more in the series at the end of this blog post. — Douglas

I work on “moving people” everyday. Whether I am moving someone from ignorance to knowledge, work to career, food to cuisine, or old media to new media everything depends on helping others move to a new place in their lives. I guess I have always understood this as “selling” even if I didn’t call it that. In this Daniel Pink offers some deeper insight into the what it means to “sell” and addresses some age-old myths about selling.

To Sell Is Human: The Surprising Truth About Moving Others


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.”

Previously in Books on Hold:

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