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Tag: ABCs

To Sell Is Human by Daniel H Pink – 6 Pitch Improvements That Complement Selling’s New ABCs

Daniel H. Pink’s new book is “To Sell Is Human-The Surprising Truth About Moving Others.” Pink is the bestselling author of “Drive,” and “A Whole New Mind.”

Pink says that today, we’re all in sales regardless of our career or role. Parents cajole children and lawyers sell juries on a verdict as examples.

The old ABCs of selling (“Always be closing”) are reinvented as Attunement, Buoyancy, and Clarity. They show you how to be, but you also need to know what to do. Honing your pitch, learning how to improvise (which ultimately is listening), and serve, complement the new ABCs of selling and help you move others. Following are highlights of the power of the pitch.

Researchers spent five years in Hollywood, entrenched in the entertainment business; which thrives on pitching. Writers pitch movie executives, agents pitch producers, etc. Results showed that successful pitches depended on the catcher as much … Read More