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The Surprising Truth About Moving Others
Riverhead
January 2013
On Sale: December 31, 2012
272 pages
ISBN: 1594487154
EAN: 9781594487156
Kindle: B0087GJ8KM
Hardcover / e-Book
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Self-Help | Non-Fiction
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 weโre 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, weโre 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.
 Media BuzzPBS News Hour - December 30, 2014
CBS This Morning - January 5, 2013
Morning Edition - December 31, 2012
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