To Sell is Human: The Surprising Truth About Moving Others

Daniel H. Pink argues that the rise of the service sector and entrepreneurship has turned every worker into a salesperson. He introduces the concept of non-sales selling, defined as the act of persuading, influencing, and convincing others to exchange resources. The text replaces the traditional ABC framework of Always Be Closing with Attunement, Buoyancy, and Clarity. Pink analyzes social science research to explain why ambiverts outperform extroverts in sales roles and offers practical tools like the six types of modern pitches and the use of improvisational theater techniques to handle rejection.

This book serves professionals in management, healthcare, and education who do not hold traditional sales titles but need to motivate colleagues or clients. Readers learn to identify hidden problems rather than just solving existing ones and gain specific methods for framing information to spur action. Individuals read this to acquire psychological strategies for navigating professional interactions and to understand the mechanics of moving others in a landscape where information is no longer hidden from buyers.