Book Review: Daniel Pink’s “To Sell is Human”

To Sell is Human

This is a great book for anyone who is interested in learning how to be more persuasive.   Buy it if you want to be more influential and successful.

The longer version:

One of the first ideas I try to impress upon people when I teach presentation skills and public speaking is that we’re all presenters. You don’t have to speak to packed ballrooms or create huge decks of PowerPoint slides to be in the presentation business. If you’re not a hermit or a shut-in chances are you give several presentations every day, even if you are just demonstrating that you’re competent at your job, getting your kids to eat their dinner, or earning a free upgrade when you check in at your hotel. Every interaction should be thought of as a presentation because each one should be persuasive. Otherwise you’re wasting an opportunity.

In To Sell is Human: The Surprising Truth About Moving Others, Daniel Pink approaches the same idea from a different angle. Not only are we all presenters but “we’re all in sales now.” Technological changes and the rise of entrepreneurship have required each of us to be more involved in persuading, influencing, and “moving” others. But Pink doesn’t mean that we should start behaving like the stereotypical used-car salesmen so many of us loathe and fear. To the contrary, those smarmy techniques don’t really work anymore.

Using engaging anecdotes and scientific studies, Pink shows us the kinds of strategies and specific tactics that DO work when you need to be persuasive. Things like understanding the perspective of the people you want to persuade, being flexible in making your pitch, and working to honestly meet the needs of your “clients”. He even provides sample cases at the end of each chapter to show exactly how you can apply these ideas.

I look at a lot of these kinds of books, and this is really one of the best. It’s a good read and provides advice that you can start using right away. I’ve said it before, but buy this book if you’re interested in being more influential and more successful.

Daniel Pink’s To Sell is Human: The Surprising Truth About Moving Others

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