The Bottom Line
1 in 9 Americans works in sales. But so do the other eight. In other words, selling is what we all do every day — at work, at home, with our kids. What’s more, the art of selling, writes Daniel Pink, “has changed more in the last ten years than it did over the previous hundred.” To sell better, you need to recognize how the landscape has evolved and how to adapt your approach.
Daniel Pink isn’t a salesman — at least, not in the traditional sense of the word. He’s a best-selling author who’s written for publications like The New York Times, Wired, The Telegraph, and more.
When Pink does an experiment to analyze how he spends his time, though, he realizes that an astounding amount of his time and effort is devoted to selling things — or at least “trying to coax others to part with resources.” Sometimes, that means convincing people to read an article he’s written or buy his books. Other times, it means getting a prospective business partner to collaborate.
No matter the specifics, Pink argues, nowadays everyone is a salesman of sorts. Whether you’re pitching an idea to your boss, convincing your kids to listen to you, or trying to persuade colleagues to do things a certain way, being a better salesman is about moving people to act — and it has a direct impact on your quality of life.
II. The Link Between Selling and Success
III. Sales Isn’t a Four-Letter Word
IV. The New ABCs
V. The Elevator Pitch Is Passé
VI. Going by the Script Won’t Sell
VII. Make It Personal and Purposeful
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