To Sell Is Human audiobook cover - The Surprising Truth About Moving Others

To Sell Is Human

The Surprising Truth About Moving Others

Daniel H. Pink

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Marketing & SalesPsychology

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To Sell Is Human
The New Landscape of Sales+
The New ABCs of Selling+
Techniques for Moving People+

Quiz — Test Your Understanding

Question 1 of 10
According to the book, what is 'non-sales selling'?
  • A. Selling products exclusively through digital marketing and social media.
  • B. Persuading, convincing, and influencing others at work without a direct financial transaction.
  • C. The administrative tasks required to support a dedicated sales team.
  • D. Providing post-sale customer support and technical assistance.
Question 2 of 10
How has the internet fundamentally shifted the dynamic between buyers and sellers?
  • A. It has moved the market from 'caveat venditor' (seller beware) to 'caveat emptor' (buyer beware).
  • B. It has eliminated the need for salespeople entirely in the B2B enterprise software market.
  • C. It has destroyed information asymmetry, shifting the burden of responsibility from the buyer to the seller.
  • D. It has allowed sellers to easily manipulate product reviews to maintain a competitive advantage.
Question 3 of 10
In the modern landscape of moving people, what does the new 'ABC' of selling stand for?
  • A. Always Be Closing
  • B. Attunement, Buoyancy, Clarity
  • C. Authenticity, Bravery, Conviction
  • D. Assess, Build, Convert
Question 4 of 10
Which personality type does research suggest makes the most successful salespeople?
  • A. Strong extroverts, because they are highly sociable and energetic.
  • B. Strong introverts, because they are deeply empathetic and analytical.
  • C. Ambiverts, because they strike a balance between listening and speaking.
  • D. Narcissists, because they project supreme confidence to the buyer.
Question 5 of 10
What is the most effective way to mentally prepare yourself before attempting a difficult sales task?
  • A. Making declarative, motivational statements like 'I am the greatest!'
  • B. Using interrogative self-talk by asking yourself questions like 'Can I do this?'
  • C. Visualizing the worst-case scenario to lower your expectations.
  • D. Distracting yourself with unrelated tasks to reduce performance anxiety.
Question 6 of 10
How should a successful salesperson explain a rejection to themselves in order to remain buoyant?
  • A. As a permanent, pervasive, and personal failure.
  • B. As a reflection of their lack of fundamental sales skills.
  • C. As a temporary, specific, and external event.
  • D. As an inevitable outcome of a flawed product.
Question 7 of 10
According to the principle of Clarity, what is one of the most valuable services a modern persuader can provide?
  • A. Offering an unlimited number of product choices to the customer.
  • B. Memorizing and reciting the technical specifications of a product.
  • C. Identifying and finding the right problems for the customer, rather than just solving known ones.
  • D. Convincing the customer to buy a material possession rather than an experience.
Question 8 of 10
What is a key characteristic of a successful modern pitch?
  • A. It should be a one-way presentation that prevents interruptions.
  • B. It should involve the target audience, encouraging them to contribute their own ideas.
  • C. It must avoid asking questions so the seller maintains complete authority.
  • D. It should be highly detailed and at least 15 minutes long.
Question 9 of 10
Which improvisational theater technique is recommended for moving conversations forward constructively?
  • A. Responding with 'Yes, but...' to gently correct the customer.
  • B. Sticking strictly to a pre-written script to ensure all points are covered.
  • C. Interrupting early to diagnose the customer's problem quickly.
  • D. Using 'Yes, and...' to accept the customer's ideas and build upon them.
Question 10 of 10
What does the hospital hand-washing study demonstrate about making efforts 'purposeful'?
  • A. People are most motivated by personal financial incentives.
  • B. Messaging tied to a higher, outward purpose (protecting patients) is more effective than self-serving messaging.
  • C. Strict penalties are required to change deeply ingrained habits.
  • D. Abstract statistics move people more effectively than emotional appeals.

To Sell Is Human — Full Chapter Overview

To Sell Is Human Summary & Overview

To Sell Is Human explains how selling has become an important part of almost every job, and equips the reader with tools and techniques to be more effective at persuading others.

Who Should Listen to To Sell Is Human?

  • Anyone who wants to be better at influencing, persuading and convincing people, at work or in their free time
  • Anyone interested in the new ABCs of sales

About the Author: Daniel H. Pink

Daniel H. Pink is an American author whose previous bestsellers include Drive and A Whole New Mind. He was named as one of the top 50 most influential management gurus by Harvard Business Review. His earlier books have sold over one million copies in the United States alone.

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