000			02087nam a2200181 4500
008			230604b ||||| |||| 00| 0 eng d
020			_a9781786891716 (pbk)
082			_a158.2 _bPIN
100			_aPink, Daniel H. _91628
245			_aTo sell is human : _bthe surprising truth about moving others
260			_aEdinburgh _bCanongate Books _c2012
300			_a260p.
520			_a"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 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."
650			_aPersuasion (Psychology) _9804
650			_aInfluence (Psychology) _9805
650			_aSelling--Psychological aspects _98790
942			_cBK
999			_c8534 _d8534