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To Sell Is Human

To Sell Is Human
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2012-12-31
  • Total pages :272
  • ISBN : 9781101597071
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Summary : Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

A Whole New Mind

A Whole New Mind
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2006-03-07
  • Total pages :304
  • ISBN : 9781101157909
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Summary : New York Times Bestseller An exciting--and encouraging--exploration of creativity from the author of When: The Scientific Secrets of Perfect Timing The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic "right-brain" thinkers whose abilities mark the fault line between who gets ahead and who doesn't. Drawing on research from around the world, Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others) outlines the six fundamentally human abilities that are absolute essentials for professional success and personal fulfillment--and reveals how to master them. A Whole New Mind takes readers to a daring new place, and a provocative and necessary new way of thinking about a future that's already here.

To Sell Is Human... in 30 Minutes

To Sell Is Human... in 30 Minutes
  • Author : Anonim
  • Publisher :Unknown
  • Release Date :2013-01-01
  • Total pages :44
  • ISBN : 1623150825
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Summary : Everyone is in sales. One in nine Americans work in sales according to the U.S. Bureau of Labor Statistics. And according to Daniel H. Pink, best-selling author of To Sell is Human, so do the other eight. Become a more effective mover, and comprehend the key ideas behind To Sell is Human in a fraction of the time: • Discover the six successors of the elevator pitch and understand why they are so effective. • Say goodbye to the old sales adage, “Always Be Closing,” and learn the new ABC’s of selling: Attunement, Buoyancy, and Clarity • Illustrative case studies provide a practical framework for all walks of life from traditional salespeople to “non-sales sellers”—teachers, doctors and parents. In To Sell is Human, Pink draws on social science to redefine the rules of selling, offering thought-provoking insights on how and why the art of the deal has changed. Pink contends that the line between seller and customer has blurred, and everyone, no matter the occupation, spends most of their time selling something—an idea, an agenda, an item—to somebody. A fresh perspective on the art of selling, To Sell is Human is essential reading for anyone seeking to improve their ability to successfully move others in their professional or personal life. 30 Minute Expert Series To Sell is Human …in 30 Minutes is the essential guide to quickly understanding the modern landscape of selling as outlined in Daniel H. Pink’s best-selling book, To Sell is Human: The Surprising Truth About Moving Others. Designed for those whose desire to learn exceeds the time they have available, 30 Minute Expert Series enable readers to rapidly understand the indispensible ideas behind critically acclaimed books.

When: The Scientific Secrets of Perfect Timing

When: The Scientific Secrets of Perfect Timing
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2018-01-09
  • Total pages :272
  • ISBN : 9780735210646
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Summary : The instant New York Times Bestseller #1 Wall Street Journal Business Bestseller Instant Washington Post Bestseller "Brims with a surprising amount of insight and practical advice." --The Wall Street Journal Daniel H. Pink, the #1 bestselling author of Drive and To Sell Is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home. Everyone knows that timing is everything. But we don't know much about timing itself. Our lives are a never-ending stream of "when" decisions: when to start a business, schedule a class, get serious about a person. Yet we make those decisions based on intuition and guesswork. Timing, it's often assumed, is an art. In When: The Scientific Secrets of Perfect Timing, Pink shows that timing is really a science. Drawing on a rich trove of research from psychology, biology, and economics, Pink reveals how best to live, work, and succeed. How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test scores? How can we turn a stumbling beginning into a fresh start? Why should we avoid going to the hospital in the afternoon? Why is singing in time with other people as good for you as exercise? And what is the ideal time to quit a job, switch careers, or get married? In When, Pink distills cutting-edge research and data on timing and synthesizes them into a fascinating, readable narrative packed with irresistible stories and practical takeaways that give readers compelling insights into how we can live richer, more engaged lives.

To Sell is Human

To Sell is Human
  • Author : Anonim
  • Publisher :Unknown
  • Release Date :2017
  • Total pages :4
  • ISBN : OCLC:1078370096
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Summary :

Drive

Drive
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2011-04-05
  • Total pages :272
  • ISBN : 9781101524381
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Summary : The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.

The Adventures of Johnny Bunko

The Adventures of Johnny Bunko
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2008
  • Total pages :160
  • ISBN : 1594482918
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Summary : An innovative career handbook in manga form demonstrates the six core principles of finding, keeping, and achieving success in satisfying work through the fable of Johnny Bunko, a young college graduate who lands his first job in the parachute company Boggs Corp. Original.

Free Agent Nation

Free Agent Nation
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2001-04-26
  • Total pages :368
  • ISBN : 0759522316
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Summary : Widely acclaimed for its engaging style and provocative perspective, this book has helped thousands transform their working lives. Now including a 30-page resource guide that explains the basics of working for oneself. It's about fulfillment. A revolution is sweeping America. On its front lines are people fed up with unfulfilling jobs, dysfunctional workplaces, and dead-end careers. Meet today's new economic icon: the free agent-men and women who are working for themselves. And meet your future. It's about freedom. Free agents are the marketing consultant down the street, the home-based "mompreneur," the footloose technology contractor. Already 30 million strong, these 21st-century pioneers are creating lives with more meaning-and often more money. Free Agent Nation is your ticket to this world. It's about time. Now, you can discover: The kind of free agent you can be-"soloist," "temp," or "microbusiness"-and how to launch your new career. How to get the perks you once received from your boss: health insurance, office space, training, workplace togetherness, even water cooler gossip. Why the free agent economy is increasingly a woman's world-and how women are flourishing in it. The transformation of retirement-how older workers are creating successful new businesses (and whole new lives) through the Internet.

To Sell Is Human... in 30 Minutes

To Sell Is Human... in 30 Minutes
  • Author : Daniel H. Pink
  • Publisher :Unknown
  • Release Date :2013-01-31
  • Total pages :229
  • ISBN : 9781623150839
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Summary : #1 "New York Times" Business Bestseller #1 "Wall Street""Journal" Business Bestseller #1 "Washington Post" bestseller From the bestselling author of "Drive "and "A Whole New Mind "comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. "B""ut so""do the other eight." Whether we're employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we're all in sales now. "To Sell Is Human" offers a fresh look at the art and science of selling. As he did in "Drive "and "A Whole New Mind," Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

The Challenger Customer

The Challenger Customer
  • Author : Brent Adamson,Matthew Dixon,Pat Spenner,Nick Toman
  • Publisher :Unknown
  • Release Date :2015
  • Total pages :268
  • ISBN : 9781591848158
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Summary : Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don't: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to get an individual stakeholder to agree to a solution. More often it's that the stakeholders inside the company can't even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

To Sell is Human by Daniel Pink (Summary)

To Sell is Human by Daniel Pink (Summary)
  • Author : QuickRead,Alyssa Burnette
  • Publisher :Unknown
  • Release Date :2021
  • Total pages :229
  • ISBN : 1230987654XX
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Summary : Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. Learn why selling is part of human nature-- and part of every job! Selling used to be the exclusive territory of professional salesmen who had dedicated their lives and careers to a sales-driven industry. But acclaimed author Daniel Pink argues that those days are gone! To Sell is Human (2013) outlines the cultural shift which has integrated sales as a necessary role in almost every job. Pink also expounds on this theory and identifies what he calls the “new ABCs of sales.”

Sell the Way You Buy

Sell the Way You Buy
  • Author : David Priemer
  • Publisher :Unknown
  • Release Date :2020-04-07
  • Total pages :288
  • ISBN : 1989603203
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Summary : When was the last time you enjoyed talking to a salesperson? While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company--and his entire profession--was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy. The truth is that, as buyers, we're not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren't always sure about what they want or need. In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. It's about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy.

Elevate

Elevate
  • Author : Robert Glazer
  • Publisher :Unknown
  • Release Date :2019-10-01
  • Total pages :168
  • ISBN : 9781728217499
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Summary : NOW A USA TODAY AND WALL STREET JOURNAL BESTSELLER! What are your limits? Care to break them? To inspire change in yourself and your team, you must break free from what's holding you down. In Elevate, Robert Glazer reveals four life-changing principles — or capacities — that will allow you to overcome self-limiting beliefs, establish positive habits, and find your "why." As we look to elevate ourselves, we mean so much more than beating the competition. After all, our greatest competition is ourselves! We need to find ways to consistently outperform ourselves and our own expectations. Robert Glazer has built a career on accelerating productivity and careers. ELEVATE is based on his five foundational elements necessary for increasing our capacity: Finding Your Why, Overcoming Self-Limiting Beliefs, Setting Goals and Creating Accountability, Maintaining Health and Wellness, and Establishing Routine and Positive Habits. The key is elevating yourself beyond the edge of your current abilities. Challenge yourself, and the result will inspire others to rise along with you. It's time to break free of your limits.

Human to Human Selling

Human to Human Selling
  • Author : Adrian Davis
  • Publisher :Unknown
  • Release Date :2014-04-08
  • Total pages :208
  • ISBN : 9781630471958
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Summary : In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.

Agile Selling

Agile Selling
  • Author : Jill Konrath
  • Publisher :Unknown
  • Release Date :2014-05-29
  • Total pages :272
  • ISBN : 9780698155596
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Summary : Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

Mastering Civility

Mastering Civility
  • Author : Christine Porath
  • Publisher :Unknown
  • Release Date :2016-12-27
  • Total pages :176
  • ISBN : 9781455568994
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Summary : From the leading authority on workplace incivility, Christine Porath, shows why it pays to be civil, and reveals just how to enhance effectiveness in the workplace and beyond by mastering civility. Incivility is silently chipping away at people, organizations, and our economy. Slights, insensitivities, and rude behaviors can cut deeply and hijack focus. Even if people want to perform well, they can't. Ultimately incivility cuts the bottom line. In MASTERING CIVILITY, Christine Porath shows how people can enhance their influence and effectiveness with civility. Combining scientific research with fascinating evidence from popular culture and fields such as neuroscience, medicine, and psychology, this book provides managers and employers with a much-needed wake-up call, while also reminding them of what they can do right now to improve the quality of their workplaces.

The Lost Art of Closing

The Lost Art of Closing
  • Author : Anthony Iannarino
  • Publisher :Unknown
  • Release Date :2017-08-08
  • Total pages :240
  • ISBN : 9780735211704
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Summary : “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

HOW TO WIN FRIENDS & INFLUENCE PEOPLE

HOW TO WIN FRIENDS & INFLUENCE PEOPLE
  • Author : Dale Carnegie
  • Publisher :Unknown
  • Release Date :2017-10-16
  • Total pages :272
  • ISBN : 9788027222650
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Summary : This is one of the first bestseller self-help books. Its intention is to enable you to make friends quickly and easily, help you to win people to your way of thinking, increase your influence, your prestige, your ability to get things done, as well as enable you to win new clients, new customers. Twelve Things This Book Will Do For You: Get you out of a mental rut, give you new thoughts, new visions, new ambitions. Enable you to make friends quickly and easily. Increase your popularity. Help you to win people to your way of thinking. Increase your influence, your prestige, your ability to get things done. Enable you to win new clients, new customers. Increase your earning power. Make you a better salesman, a better executive. Help you to handle complaints, avoid arguments, keep your human contacts smooth and pleasant. Make you a better speaker, a more entertaining conversationalist. Make the principles of psychology easy for you to apply in your daily contacts. Help you to arouse enthusiasm among your associates. Dale Carnegie (1888–1955) was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today.

You Are a Spiritual Being Having a Human Experience

You Are a Spiritual Being Having a Human Experience
  • Author : Bob Frissell
  • Publisher :Unknown
  • Release Date :2011-10-25
  • Total pages :160
  • ISBN : 9781583944837
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Summary : Too many people allow themselves to be limited by their ideas about themselves and the world around them. Bob Frissell reminds readers that they create their own reality through their consciousness and that improving this reality and living a fuller life is simply a matter of broadening one's perspectives. In this book, he shows people how to reconnect with their multidimensional selves and remake their lives.

The Blind Side: Evolution of a Game

The Blind Side: Evolution of a Game
  • Author : Michael Lewis
  • Publisher :Unknown
  • Release Date :2007-09-17
  • Total pages :339
  • ISBN : 9780393330472
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Summary : Follows one young man from his impoverished childhood with a crack-addicted mother, through his discovery of the sport of football, to his rise to become one of the most successful, highly-paid players in the NFL.

Mama Might Be Better Off Dead

Mama Might Be Better Off Dead
  • Author : Laurie Kaye Abraham
  • Publisher :Unknown
  • Release Date :2019-05-10
  • Total pages :304
  • ISBN : 9780226623849
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Summary : North Lawndale, a neighborhood that lies in the shadows of Chicago’s Loop, is surrounded by some of the city’s finest medical facilities, Yet, it is one of the sickest, most medically underserved communities in the country. Mama Might Be Better Off Dead immerses readers in the lives of four generations of a poor, African-American family in the neighborhood, who are beset with the devastating illnesses that are all too common in America’s inner-cities. Headed by Jackie Banes, who oversees the care of a diabetic grandmother, a husband on kidney dialysis, an ailing father, and three children, the Banes family contends with countless medical crises. From visits to emergency rooms and dialysis units, to trials with home care, to struggles for Medicaid eligibility, Laurie Kaye Abraham chronicles their access—or more often, lack thereof—to medical care. Told sympathetically but without sentimentality, their story reveals an inadequate health care system that is further undermined by the direct and indirect effects of poverty. Both disturbing and illuminating, Mama Might Be Better Off Dead is an unsettling, profound look at the human face of health care in America. Published to great acclaim in 1993, the book in this new edition includes an incisive foreword by David Ansell, a physician who worked at Mt. Sinai Hospital, where much of the Banes family’s narrative unfolds.