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To Sell Is Human: The Surprising Truth About Moving Others
 
 

To Sell Is Human: The Surprising Truth About Moving Others [Kindle Edition]

Daniel H. Pink
3.9 von 5 Sternen  Alle Rezensionen anzeigen (7 Kundenrezensionen)

Kindle-Preis: EUR 8,49 Inkl. MwSt. und kostenloser drahtloser Lieferung über Amazon Whispernet

Weitere Ausgaben

Amazon-Preis Neu ab Gebraucht ab
Kindle Edition EUR 7,20  
Kindle Edition, 31. Dezember 2012 EUR 8,49  
Gebundene Ausgabe EUR 17,50  
Taschenbuch EUR 11,80  
Audio CD, Audiobook EUR 22,99  


Produktbeschreibungen

Pressestimmen

"Full of aha! moments . . . timely, original, throughly engaging, deeply humane."
strategy + business

“A fresh look at the art and science of sales using a mix of social science, survey research and stories.”
—Dan Schawbel, Forbes.com

"Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment."
Bloomberg 

"Excellent…radical, surprising, and undeniably true."
Harvard Business Review Blog

“Pink has penned a modern day How to Win Friends and Influence People... To Sell Is Human is chock full of stories, social science, and surprises…All leaders—at least those who want to ‘move’ people—should own this book.”
Training and Development magazine

"Vastly entertaining and informative."
—Phil Johnson, Forbes.com

"Pink one of our smartest thinkers about the interaction of work, psychology and society."
Worth

"A roadmap to help the rest of us guide our own pitches."
Chicago Tribune

“Like discovering your favorite professor in a box…packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples… this book deserves a good, long look.”
Publishers Weekly (starred review)

"An engaging blend of interviews, research and observations by [this] incisive author"
The Globe and Mail

 

Kurzbeschreibung

#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. 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.

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Kundenrezensionen

Die hilfreichsten Kundenrezensionen
2 von 2 Kunden fanden die folgende Rezension hilfreich
Von Donald Mitchell TOP 500 REZENSENT
Format:Taschenbuch
"These also who erred in spirit will come to understanding," -- Isaiah 29:24 (NKJV)

The big takeaway from this book for many people will be that their success depends, at least in part, on their ability to sell their ideas and beliefs so that others will act on them. Daniel H. Pink aptly points out that tens of millions of Americans have such challenges, most of whom are unprepared for how to meet them.

Once a reader joins the boat of realizing the need to persuade others, naturally some advice is needed. Mr. Pink deftly combines the lessons from the better books in the field of persuasion to present some simple, but critical, principles to apply:

Attunement: See the situation from the other person's perspective and add to it the emotional connection of empathy, while mirroring what other people do physically when with them.

Buoyancy: Be ready to bounce-back from whatever setbacks and discouragements occur by managing your mental and psychological state.

Clarity: Find the right problem, frame it so others can relate to it, and give people directions for what to do.

To apply these principles, be prepared to pitch your idea in six new ways. apply the principles of improvisation to work effectively with others to accomplish more, and engage in adding more service to improve matters for others.

The book is filled with compelling stories, nice examples, and crisp writing.

Here's my pitch for the book: Need You need it!
War diese Rezension für Sie hilfreich?
4.0 von 5 Sternen Interessante Ansichten 7. Juni 2014
Von Steffi
Format:Taschenbuch|Verifizierter Kauf
Nur die Geschichtenerzählerei ist etwas mühsam. Man kan sich Anregungen holen und bekommt interessante Eiblicke in den amerikanischen Verkaufsmarkt. Netter Zeitvertreib.
War diese Rezension für Sie hilfreich?
3.0 von 5 Sternen ‘Not completely sold’ 27. Januar 2014
Format:Gebundene Ausgabe|Verifizierter Kauf
Despite Daniel Pink’s ‘guru-like’ reputation, I have to admit I am not convinced about the value of his book ‘To sell is human’. The reason for this is the limited number of original ideas Pink formulates in this book on the topic of selling, especially if one compares this book with other books that were published the past couple of years about this topic.

Having said that, some of his ideas are valuable and worthwhile to mention.

As most people (and definitely those who watched the movie ‘Glengarry Glen Ross’), will know, the classic sales jargon abbreviation for ABC stands for Always Be Closing. Pink suggests a new ABC: Attunement, Buoyancy and Clarity.

‘Attunement’ means the ability to attune oneself to customers in sales processes. Pink argues this can be done by being humble in order to get the right perspective, and balance empathy with rationally understanding the view of the world of the customer. He also stresses the importance of trying to become an ‘ambivert’ – the sweet spot between introverts and extraverts.

The term ‘buoyancy’ stresses the importance to stay afloat amidst the rejections, which are intrinsic to being in sales. Pink recommends doing so by continuously focusing on the value of the products and/or services for customers.

‘Clarity’ indicates what the problem of a customer is the sales person is trying to solve.
Lesen Sie weiter... ›
War diese Rezension für Sie hilfreich?
2.0 von 5 Sternen And Pink surely manages to sell...books 29. Juni 2013
Format:Taschenbuch|Verifizierter Kauf
One interesting idea: selling is not only about products, also a teacher is selling his 'product' every day and can very well use the same techniques as salesmen. Did I become better at selling (whether it be ideas or products) after reading this book? I most certainly didn't. I liked 'start with why' a whole lot better. (though people interested in 'start with why' can be sure they have all the information they need if they just watch the TedTalk on YouTube or on the ted website)
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