I liked the information supporting Pink’s ABCs that reveal the most valuable qualities in moving others: Attunement, Buoyancy, and Clarity. Social workers spend a great majority of our time on the job to influence or persuade others. These jobs require “non-sales” selling, and we (as social workers) are in this group.
Pink points out in Part 1 of To Sell Is Human that the fastest growing industries in the world are educational services and healthcare. Pink, Riverhead Books, 2012, 253 pp., $16.00 U.S., $17.00 CAN, ISBN: 978-1-59463-190-0.ĭaniel Pink combines research, interviews, and observation to ask the reader to consider that we are all selling all the time by moving people to part with resources, “whether something tangible like cash or intangible like effort or attention” (p. 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.To Sell Is Human, by Daniel H. 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.Īlong 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. Pink draws on a rich trove of social science for his counterintuitive insights. As he did in Drive and A Whole New Mind, Daniel H. To Sell Is Human offers a fresh look at the art and science of selling. 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. Yes, 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.īut dig deeper and a startling truth emerges: Bureau of Labor Statistics, one in nine Americans works in sales.
#1 Wall Street Journal Business Bestsellerįrom 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.Īccording to the U.S. Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing
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