To Sell Is Human is a book written by Daniel H. Pink, published in 2012. The book explores the idea that selling is not just about persuading someone to buy something, but it is also about persuading others to take action or change their minds. In this book, Pink argues that selling is an essential skill that everyone needs to master in order to be successful in their personal and professional lives.
Chapter Summaries
Chapter 1: The Art of Persuasion
In the first chapter, Pink introduces the idea that selling is not just about making a sale, but it is also about persuading others to take action or change their minds. He argues that persuasion is an essential skill that everyone needs to master in order to be successful in their personal and professional lives. Pink also introduces the idea that persuasion is not just about manipulation, but it is also about understanding and respecting the needs and desires of others.
Chapter 2: The New Science of Persuasion
In the second chapter, Pink introduces the idea that persuasion is not just about the art of rhetoric, but it is also about the science of psychology. He discusses the latest research in psychology and neuroscience that shows how our brains respond to persuasion and how we can use this knowledge to become more effective persuaders.
Chapter 3: The Power of Story
In the third chapter, Pink introduces the idea that stories are one of the most powerful tools for persuasion. He argues that stories are more persuasive than facts and figures because they engage our emotions and create a connection between the listener and the speaker. Pink also provides examples of how companies and individuals have used storytelling to become more effective persuaders.
Chapter 4: The Paradox of Influence
In the fourth chapter, Pink introduces the idea that persuasion is not just about getting others to do what we want, but it is also about creating a win-win situation where both parties benefit. He argues that the most effective persuaders are those who create a sense of mutual benefit and collaboration.
Chapter 5: The Art of Selling Yourself
In the fifth chapter, Pink introduces the idea that selling is not just about selling products or services, but it is also about selling ourselves to others. He argues that in today’s competitive job market, individuals need to be able to sell themselves to potential employers in order to stand out from the crowd.
Conclusion
Overall, To Sell Is Human is a thought-provoking book that challenges readers to rethink their assumptions about selling and persuasion. Pink provides a wealth of research and examples that show how persuasion is an essential skill that everyone needs to master in order to be successful in their personal and professional lives. Whether you are a salesperson, a manager, or simply someone who wants to be more effective in your communication with others, this book is a must-read.
Interested in reading the whole book?
Buy the book “To Sell Is Human” on Amazon
