by Daniel H. Pink
Pink argues that everyone is now in sales (non-sales selling) because modern work is largely about persuading, convincing, and influencing others without a traditional quota. He replaces the old ABC of sales (Always Be Closing) with a new ABC of Attunement, Buoyancy, and Clarity, grounded in behavioural science rather than high-pressure closing tactics.
In this collection, To Sell Is Human references 5 other books.
It draws on Influence, Made to Stick and Switch.
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The books Pink references and why each one mattered to the argument.
Pink explicitly updates Cialdini's contrast principle from Influence and draws on Cialdini's reciprocity and social proof research throughout the Attunement and Clarity sections
Cites the Heath brothers' Made to Stick SUCCESs framework when teaching how to pitch ideas, applying concrete, credible, emotional stories to the new ABCs
Draws on the Heath brothers' Switch when explaining how to move resistant buyers by shrinking the change and scripting critical moves
References Thaler and Sunstein's Nudge when arguing that offering people an easy off-ramp often matters more than changing their minds
Builds directly on Pink's own Drive, applying autonomy, mastery, and purpose to the new landscape of non-sales selling
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Directly cites
Books from completely different categories that share citation overlap with this one. These are the reads you would not find by browsing a single shelf.
Atomic Habits
James Clear
Sapiens
Yuval Noah Harari
Mindware
Richard Nisbett
Stealing Fire
Steven Kotler
Thinking Strategically
Avinash Dixit
The Wisest One in the Room
Thomas Gilovich
Books with the highest citation overlap within the same categories.
Yes! 50 Scientifically Proven Ways to Be Persuasive
Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini
2 shared citations
The Challenger Sale
Matthew Dixon and Brent Adamson
2 shared citationsAtomic Habits
James Clear
1 shared citationSapiens
Yuval Noah Harari
1 shared citation
Tools of Titans
Tim Ferriss
1 shared citation
Pre-Suasion
Robert Cialdini
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