To Sell Is Human by Daniel H. Pink Summary
Overview of To Sell Is Human
In "To Sell Is Human," Daniel Pink reveals we're all salespeople now. Bloomberg praised this "frothy blend of utility and entertainment" that redefined persuasion through the new ABCs: Attunement, Buoyancy, and Clarity. Available in 33 languages, it transformed how leaders influence others.
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Points clés
The Hidden Persuaders: We're All in Sales Now
We live in a world where persuasion has become the universal currency. Whether pitching a product or convincing your child to eat vegetables, we're all salespeople now. This transformation isn't just theoretical - it's backed by compelling evidence. A comprehensive survey of over 7,000 American workers revealed that people spend about 40% of their work time - 24 minutes of every hour - engaged in moving others. Even more telling, this persuasive aspect becomes more valuable as careers progress. Three key shifts explain this change: the explosion of entrepreneurship (with over 21 million "non-employer" businesses in the U.S. alone), the expansion of "elastic" skills in established companies, and the growth of education and healthcare - professions fundamentally about moving people. The irony? The very technologies predicted to make salespeople obsolete have instead transformed more of us into sellers by lowering barriers to entrepreneurship and connecting us in new ways. Remember that sleazy used car salesman stereotype? It wasn't entirely unfounded. For centuries, sales thrived on information asymmetry - sellers knew more than buyers, creating environments where dishonest dealings flourished. Nobel Prize-winning economist George Akerlof's work on "The Market for 'Lemons'" identified how this imbalance created market dysfunction. But today's landscape has fundamentally shifted. Buyers now research products extensively, check seller reputations, and broadcast experiences globally. Compare two car dealerships: at old-school SK Motors, customers face high-pressure tactics and suffer from information disadvantages allowing 24% interest rates. Meanwhile, CarMax built a $9 billion business around information symmetry - no-haggle pricing, transparent commissions, and computers positioned so both parties see the same screen. The result? SK Motors sees eight customers all Saturday, while CarMax welcomes more than that in fifteen minutes.
Attunement and Buoyancy: The Foundation of Modern Persuasion
Clarity: Finding and Framing the Right Problems
Modern Pitches: From Monologues to Conversations
Service: The Ultimate Form of Persuasion
The New Era of Human Persuasion
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Cree par des anciens de Columbia University a San Francisco
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"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
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"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Cree par des anciens de Columbia University a San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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