|Author:||Pink, Daniel H.|
|Publisher:||Penguin Group USA|
|Publish Date:||Dec 2012|
|Number of Pages:||260|
|Shipping Weight (in pounds):||1.18|
|Product in Inches (L x W x H):||6.41 x 1.0 x 9.31|
|Rebirth of a Salesman|
|We're All in Sales Now|
|Entrepreneurship, Elasticity, and Ed-Med|
|From Caveat Emptor to Caveat Venditor|
|How to Be|
|What to Do|
Pink (Drive; A Whole New Mind) successfully narrates his examples and research confirming that what he calls "non-sales salespersons" (i.e., the bulk of us) regularly persuade, convince, and influence others to give up something in exchange for something else. As they move others to uncover unknown challenges, modern salespersons are problem finders. The final third of the book is a practical how-to manual for "selling" your ideas using the contemporary sales ABC's (attunement, buoyancy, clarity), with six modern elevator-pitch outlines.
Verdict: This title should be of interest to anyone who is not a professional salesperson but who wishes to communicate and convince more effectively.
[The Riverhead Ac was a New York Times best seller.-Ed.] - M. Gail Preslar, formerly with Business Lib., Eastman Chemical Co., Kingsport, TN
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#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. B ut 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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