To Sell Is Human Book Review

Chapter Titles or Main Sections of the Book with a Paragraph on Each

1. Rebirth of a Salesman: The book opens by challenging our perceptions about sales and selling, suggesting that everyone is a salesperson in one way or another.
2. How to Be: Here, Pink argues for a new approach to sales, focusing on serving others and solving problems, rather than simply closing deals.
3. What to Do: The book outlines a series of actionable techniques to engage others, communicate effectively, and inspire action.
4. Clarity: Pink discusses how clear communication and understanding are essential in the new selling landscape.
5. Pitch: This section offers insights on crafting compelling pitches that grab attention and inspire action.
6. Improvise: Pink encourages learning from the world of improvisation to handle objections, navigate challenges, and keep the conversation moving forward.
7. Serve: The final section reinforces the idea of selling as service and provides strategies for creating lasting relationships.

Key Takeaways or Conclusions

Pink’s work is a revolution in the way we perceive selling. The new ABCs (Attunement, Buoyancy, Clarity) are a stark departure from the traditional model (Always Be Closing). The emphasis on serving, rather than selling, offers a more authentic and human-centered approach to moving others.

Author’s Background and Qualifications

Daniel H. Pink is an esteemed author and public speaker. He has written several best-selling books on business and human behavior, including “Drive: The Surprising Truth About What Motivates Us”. He has provided insights and analysis on multiple television and radio programs and his TED Talk on the science of motivation is one of the most-watched.

Comparison to Other Books on the Same Subject

“To Sell Is Human” stands out from typical sales books by focusing less on technique and more on psychology. Whereas many sales books offer step-by-step guides to closing a deal, Pink’s work explores the fundamental human elements of selling that are applicable in a variety of contexts.

Target Audience or Intended Readership

While this book would undoubtedly be beneficial for those in sales roles, its intended audience is much wider. Pink argues that we all sell, in one way or another, making this book relevant to anyone who seeks to influence others in their personal or professional lives.

Reception or Critical Response to the Book

The book has been well received, with many praising Pink’s innovative approach to the subject. It has been called “a paradigm-busting book” by Forbes and is frequently recommended as a must-read for modern business professionals.

Publisher and First Published Date

“To Sell Is Human” was published by Riverhead Books and was first published on December 31, 2012.

Recommendations (Other Similar Books on the Same Topic)

• (Amazon) “Influence: The Psychology of Persuasion” by Robert Cialdini
• (Amazon) “Start with Why: How Great Leaders Inspire Everyone to Take Action” by Simon Sinek
• (Amazon) “Never Split the Difference: Negotiating As If Your Life Depended On It” by Chris Voss
• (Amazon) “Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal” by Oren Klaff

Final Thoughts

The primary message of “To Sell Is Human” is that selling, in its broadest sense, is a fundamental part of human interaction, and by focusing on empathy, clarity, and service, we can be more effective in moving others.