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| to sell is human free: To Sell Is Human Daniel H. Pink, 2013-01-30 In this provocative book, New York Times and Wall Street Journal bestselling author Daniel H. Pink offers a fresh look at the art and science of persuasion. Physicians sell patients on a remedy. Lawyers sell juries on a verdict. Teachers sell students on the value of an education. Entrepreneurs persuade funders, writers convince readers, coaches cajole players. Parents convince their kids to clean. Spouses convince their partners to control the kids. And in astonishing numbers and with ferocious energy, we go online to sell ourselves - on Facebook pages, Twitter accounts, and Match.com profiles. Whether we're entrepreneurs, employees, parents or partners, we spend our days trying to move others. We're all in sales now. But this is not really a book about sales. This is a book about understanding why we do the things we do. To Sell Is Human will change how you see your world and transform what you do at work and at home. It offers vivid examples and stories that provide you with tools and practical tips to put these ideas into action. Daniel H. Pink is the author of four provocative books about the changing world of work, including the long-running New York Times bestsellers A Whole New Mind and Drive. His books have been translated into 32 languages. In 2011, Harvard Business Review named him one of the top 50 business thinkers in the world. A graduate of Northwestern University and Yale Law School, Pink lives in Washington DC with his wife and their three children. 'Pink is rapidly acquiring international guru status.' Financial Times 'Pink's a gifted writer who turns even the heaviest scientific study into something digestible - and often amusing.' New York Post |
| to sell is human free: Drive Daniel H. Pink, 2011-04-05 The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live. |
| to sell is human free: Your One Word Evan Carmichael, 2016-12-06 “Evan consumes so much content and then knows how to DJ it to inspire people.” —Gary Vaynerchuk, New York Times bestselling author of #AskGaryVee and Jab, Jab, Jab, Right Hook In this bold and empowering guide, entrepreneur and social media sensation Evan Carmichael shares the secret to turbo-charging your path to success on your own terms. With thought-provoking questions and inspiring, instructive examples, Your One Word will help you nail down your personal mottos - the word that captures your purpose and passion. With this operating philosophy in hand, you will then learn how to leverage this powerful tool to create the business and future of your dreams. Aimed at entrepreneurs as well as intrapreneurs, managers, and anyone else who wants to achieve success in a powerfully meaningful way, Your One Word more than just a useful tool. It's also an inspiring and enlightening read. |
| to sell is human free: A Whole New Mind Daniel H. Pink, 2006-03-07 New York Times Bestseller An exciting--and encouraging--exploration of creativity from the author of When: The Scientific Secrets of Perfect Timing The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic right-brain thinkers whose abilities mark the fault line between who gets ahead and who doesn't. Drawing on research from around the world, Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others) outlines the six fundamentally human abilities that are absolute essentials for professional success and personal fulfillment--and reveals how to master them. A Whole New Mind takes readers to a daring new place, and a provocative and necessary new way of thinking about a future that's already here. |
| to sell is human free: The Power of Regret Daniel H. Pink, 2022-02-01 “The world needs this book.” — New York Times bestselling author Brené Brown An instant New York Times bestseller Named a Best Book of the Year by NPR and Financial Times From the #1 New York Times–bestselling author of When and Drive, a new book about the transforming power of our most misunderstood yet potentially most valuable emotion: regret. Everybody has regrets, Daniel H. Pink explains in The Power of Regret. They’re a universal and healthy part of being human. And understanding how regret works can help us make smarter decisions, perform better at work and school, and bring greater meaning to our lives. Drawing on research in social psychology, neuroscience, and biology, Pink debunks the myth of the “no regrets” philosophy of life. And using the largest sampling of American attitudes about regret ever conducted as well as his own World Regret Survey—which has collected regrets from more than 15,000 people in 105 countries—he lays out the four core regrets that each of us has. These deep regrets offer compelling insights into how we live and how we can find a better path forward. As he did in his bestsellers Drive, When, and A Whole New Mind, Pink lays out a dynamic new way of thinking about regret and frames his ideas in ways that are clear, accessible, and pragmatic. Packed with true stories of people's regrets as well as practical takeaways for reimagining regret as a positive force, The Power of Regret shows how we can live richer, more engaged lives. |
| to sell is human free: Finish What You Start Peter Hollins, 2019-08-13 Practical tactics to grow your willpower, stop procrastination, focus like a laser, and achieve whatever you set your mind to. Following through and finishing what you start- more valuable skills than you realize. They are a combination of traits that enables you to create the life you want - without having to compromise or wait. The alternative is a status quo that you’re stuck in. Is your life a series of unfinished tasks and intentions? That stops now. Finish What You Start is a unique deep dive into the psychology and science of accomplishment, productivity, and getting things done. It takes a thorough look why we are sometimes stuck, and gives detailed, step by step solutions you can start using today. Every phase of finishing and following through is covered, and even productivity pros will be able to learn something new. Above all else, this is a guide to understanding your brain and instincts better for optimal results. Channel massive productivity and mental toughness. Peter Hollins has studied psychology and peak human performance for over a dozen years and is a bestselling author. He has worked with dozens of individuals to unlock their potential and path towards success. His writing draws on his academic, coaching, and research experience. Resist distractions, de-motivation, temptations, laziness, and excuses. •The surprising motivations that push us past obstacles. •How daily rules and a manifesto can help you achieve. •Valuable and insightful mindsets to view productivity from entirely new lights. Seize self-control and finally accomplish your big and small goals. •The science and tactics to beating procrastination easily. •Focus and willpower pitfalls you are probably committing at this very moment. •How to beat distractions, remain focused, stay on task, and get to what matters - consistently. Transform your life through productive habits and avoiding mental traps. |
| to sell is human free: The Psychology of Selling Brian Tracy, 2006-07-16 Based on the Bestselling Audio Series, OVER ONE MILLION SOLD How To Double and Triple Your Sales in Any Market. Understanding the psychology of selling is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again. In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves more effective. You'll learn: The inner game of sales and selling. How to eliminate the fear of rejection. How to build unshakeable confidence. The psychology of why people buy and how to leverage it. The Psychology of Selling quickly gives you a series of ideas, methods, strategies, and techniques that you can use right away to make more sales, faster and easier than ever before. More salespeople have become millionaires by listening to and applying these ideas than from any other sales training process ever developed. |
| to sell is human free: Leading from Anywhere David Burkus, 2021 The ultimate guide to leading remote employees and teams, tackling the key challenges that managers face-from hiring and onboarding new members to building culture remotely, tracking productivity, communicating speedily, and retaining star employees-- |
| to sell is human free: Mastering the Complex Sale Jeff Thull, 2010-03-10 Praise for Mastering the Complex Sale Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives. —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together. —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment. —Samik Mukherjee, Vice President, Onshore Business, Technip Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come! —Lee Tschanz, Vice President, North American Sales, Rockwell Automation Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks. —Dave Stein, CEO and Founder, ES Research Group, Inc. Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels. —Sven Kroneberg, President, Seminarium Internacional Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth. —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference. —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation |
| to sell is human free: How to Win Friends and Influence People , 2024-02-17 You can go after the job you want…and get it! You can take the job you have…and improve it! You can take any situation you’re in…and make it work for you! Since its release in 1936, How to Win Friends and Influence People has sold more than 30 million copies. Dale Carnegie’s first book is a timeless bestseller, packed with rock-solid advice that has carried thousands of now famous people up the ladder of success in their business and personal lives. As relevant as ever before, Dale Carnegie’s principles endure, and will help you achieve your maximum potential in the complex and competitive modern age. Learn the six ways to make people like you, the twelve ways to win people to your way of thinking, and the nine ways to change people without arousing resentment. |
| to sell is human free: The Art of the Sale Philip Delves Broughton, 2013-03-26 From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day. |
| to sell is human free: Think Big Grace Lordan, 2022-07 What are you doing today to make your dream future come true? We all have big ambitions for the future but those dreams only become reality if we do something towards them regularly. To achieve audacious goals, we need to take action and make small changes every day. We need to think big and act small. Whether you fantasise about changing industry, landing that big promotion, writing a screenplay or setting up your own company, Think Big creates a clear pathway to the future you want. Using cutting-edge research from behavioural science, Professor Grace Lordan offers immediate actionable solutions and tips that will help you get a tiny bit closer to your dream career, every day. Like how to: - Overcome a fear of failure and throw yourself at opportunity - Craft the optimum environment for work and give yourself ample time for tasks - Rewrite self-narratives and tackle imposter syndrome - Watch out for other people's biases and stop them from holding you back Think Big provides a practical framework to keep you moving in the right direction. It will help you get out of your own way and propel you on the path to success as you transform from dreamer to doer! |
| to sell is human free: The Left Hand of Darkness Ursula K. Le Guin, 1987-03-15 50TH ANNIVERSARY EDITION—WITH A NEW INTRODUCTION BY DAVID MITCHELL AND A NEW AFTERWORD BY CHARLIE JANE ANDERS Ursula K. Le Guin’s groundbreaking work of science fiction—winner of the Hugo and Nebula Awards. A lone human ambassador is sent to the icebound planet of Winter, a world without sexual prejudice, where the inhabitants’ gender is fluid. His goal is to facilitate Winter’s inclusion in a growing intergalactic civilization. But to do so he must bridge the gulf between his own views and those of the strange, intriguing culture he encounters... Embracing the aspects of psychology, society, and human emotion on an alien world, The Left Hand of Darkness stands as a landmark achievement in the annals of intellectual science fiction. |
| to sell is human free: More Sales, Less Time Jill Konrath, 2016-12-06 I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day. In my entire career, I'd never faced a sales problem of this magnitude. Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away. Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success. In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to: • Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media. • Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers. • Optimize your sales processes to eliminate redundancies and wasted time. • Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game. Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter. |
| to sell is human free: Getting Started With Team-Based Learning Jim Sibley, Pete Ostafichuk, 2023-07-03 This book is written for anyone who has been inspired by the idea of Team-Based Learning (TBL) through his or her reading, a workshop, or a colleague’s enthusiasm, and then asks the inevitable question: how do I start?Written by five authors who use TBL in their teaching and who are internationally recognized as mentors and trainers of faculty making the switch to TBL, the book also presents the tips and insights of 46 faculty members from around the world who have adopted this teaching method.TBL is a uniquely powerful form of small group learning. It harnesses the power of teams and social learning with accountability structures and instructional sequences. This book provides the guidance, from first principles to examples of practice, together with concrete advice, suggestions, and tips to help you succeed in the TBL classroom. This book will help you understand what TBL is and why it is so powerful. You will find what you need to plan, build, implement, and use TBL effectively. This book will appeal to both the novice and the expert TBL teacher. |
| to sell is human free: Dealstorming Tim Sanders, 2016-02-23 Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. Dealstorming is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you. |
| to sell is human free: The Confident Mind Nathaniel Zinsser, 2022-01-27 You don't have to be born confident. You can learn to be confident. Here's how. Dr Nate Zinsser works with the cream of the US military to prepare them mentally for leadership and for action. He also trains top sportsmen and women to develop the self-belief essential for world-class performance. Now he shares the tried and tested techniques he has perfected over many years to help anyone who wants to acquire the confidence that will enable them to perform at their very best, whatever the environment, however stressful the situation. In the process he shows how to make positive use of nervousness, what acquiring a 'success cycle' involves, and why self-assurance, like all skills, requires constant practice. Drawing on the latest research, and packed with real-life examples, this is a supremely practical - and inspirational - guide to achieving bullet-proof confidence. __________________________________________ 'The new definitive guide to building and mastering confidence.' Forbes 'Gamechanging advice on how to dispel those pesky naysaying voices.' Guardian |
| to sell is human free: Attached Amir Levine, Rachel Heller, 2010-12-30 “Over a decade after its publication, one book on dating has people firmly in its grip.” —The New York Times We already rely on science to tell us what to eat, when to exercise, and how long to sleep. Why not use science to help us improve our relationships? In this revolutionary book, psychiatrist and neuroscientist Dr. Amir Levine and Rachel Heller scientifically explain why some people seem to navigate relationships effortlessly, while others struggle. Discover how an understanding of adult attachment—the most advanced relationship science in existence today—can help us find and sustain love. Pioneered by psychologist John Bowlby in the 1950s, the field of attachment posits that each of us behaves in relationships in one of three distinct ways: • Anxious people are often preoccupied with their relationships and tend to worry about their partner's ability to love them back. • Avoidant people equate intimacy with a loss of independence and constantly try to minimize closeness. • Secure people feel comfortable with intimacy and are usually warm and loving. Attached guides readers in determining what attachment style they and their mate (or potential mate) follow, offering a road map for building stronger, more fulfilling connections with the people they love. |
| to sell is human free: Decisive Chip Heath, Dan Heath, 2013-03-26 The four principles that can help us to overcome our brains' natural biases to make better, more informed decisions--in our lives, careers, families and organizations. In Decisive, Chip Heath and Dan Heath, the bestselling authors of Made to Stick and Switch, tackle the thorny problem of how to overcome our natural biases and irrational thinking to make better decisions, about our work, lives, companies and careers. When it comes to decision making, our brains are flawed instruments. But given that we are biologically hard-wired to act foolishly and behave irrationally at times, how can we do better? A number of recent bestsellers have identified how irrational our decision making can be. But being aware of a bias doesn't correct it, just as knowing that you are nearsighted doesn't help you to see better. In Decisive, the Heath brothers, drawing on extensive studies, stories and research, offer specific, practical tools that can help us to think more clearly about our options, and get out of our heads, to improve our decision making, at work and at home. |
| to sell is human free: The Science of Selling David Hoffeld, 2022-02-08 The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot |
| to sell is human free: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Neil Rackham, 1996-06-22 Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions. |
| to sell is human free: Sales Management That Works Frank V. Cespedes, 2021-02-23 Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business. |
| to sell is human free: Side Hustle Chris Guillebeau, 2017-09-19 The author of the New York Times Bestseller THE $100 STARTUP, shows how to launch a profitable side hustle in just 27 days. To some, the idea of quitting their day job to start a business is exhilarating. For others, it’s terrifying. After all, a job that produces a steady paycheck can be difficult to give up. But in a time when businesses have so little loyalty to employees that the very notion of “job security” has become a punchline, wouldn’t it be great to have an additional source of income to fall back on? And wouldn’t it be great to make that happen without leaving your day job? Enter the Side Hustle. Based on detailed information from hundreds of case studies, Chris Guillebeau provides a step-by-step guide that anyone can use to create and launch a profitable project in less than a month. Designed for the busy and impatient, this plan will have you generating income immediately, without the risk of throwing yourself head first into the world of entrepreneurship. Whether you just want to make some extra money, or start something that may end up replacing your day job entirely, the side hustle is the new job security. When you generate income from multiple sources, it gives you options, and in today’s world, options aren't just nice to have: they're essential. You don’t need entrepreneurial experience to launch a profitable side hustle. You don’t need a business degree, know how to code, or be an expert marketer. And you certainly don’t need employees or investors. With this book as your guide, anyone can learn to build a fast track to freedom. |
| to sell is human free: How Clients Buy Tom McMakin, Doug Fletcher, 2018-03-13 The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams. |
| to sell is human free: High Conflict Amanda Ripley, 2022-04-05 In the tradition of bestselling explainers like The Tipping Point, [this] book [is] based on cutting edge science that breaks down the idea of extreme conflict--the kind that paralyzes people and places--and then shows how to escape it-- |
| to sell is human free: Good to Great Jim Collins, 2001-10-16 The Challenge Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? The Study For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great? The Standards Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck. The Comparisons The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good? Over five years, the team analyzed the histories of all twenty-eight companies in the study. After sifting through mountains of data and thousands of pages of interviews, Collins and his crew discovered the key determinants of greatness -- why some companies make the leap and others don't. The Findings The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include: Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness. The Hedgehog Concept (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence. A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology. The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap. “Some of the key concepts discerned in the study,” comments Jim Collins, fly in the face of our modern business culture and will, quite frankly, upset some people.” Perhaps, but who can afford to ignore these findings? |
| to sell is human free: Courageous Cultures Karin Hurt, David Dye, 2020 From executives complaining that their teams don't contribute ideas to employees throwing up their hands because their input isn't sought--company culture is the culprit. Courageous Cultures provides a road map to build a high-performance, high-engagement culture around sharing ideas, solving problems, and rewarding contributions from all levels. Many leaders are convinced they have an open environment that encourages employees to speak up and are shocked when they learn that employees are holding back. Employees have ideas and want to be heard. Leadership wants to hear them. Too often, however, employees and leaders both feel that no one cares about making things better. The disconnect typically only widens over time, with both sides becoming more firmly entrenched in their viewpoints. Becoming a courageous culture means building teams of microinnovators, problem solvers, and customer advocates working together. A microinnovator is the employee who consistently seeks out small, but powerful, ways to improve the business. A problem solver is the employee who cares about what's not working and wants to make it better. They uncover and speak openly about what's not working and think critically about how to fix it. A customer advocate is the employee who sees through your customers' eyes and speaks up on their behalf. They actively look for ways to improve customers' experience and minimize customer frustrations. In our world of rapid change, a courageous culture is your competitive advantage. It ensures that your company is sticky for both customers and employees. In this book you'll learn practical tools to uncover, leverage, and scale the best ideas from every level of your organization. See how the latest research conducted by the authors confirms why organizations struggle when it comes to creating strong cultures where employees are encouraged to contribute their best thinking. Learn proven models and tools that leaders can apply throughout all levels of the organization, to reengage and motivate employees. Understand best practices from companies around the world and learn how to apply these strategies and techniques in your own organization. |
| to sell is human free: Performance Breakthrough Cathy Rose Salit, 2016-04-12 Break through to your peak performance! Whether you're navigating your way on a new team, expanding your leadership role, or just trying to get heard in a meeting, you're facing the kind of workplace challenge we all run into sooner or later: you need a new performance. In Performance Breakthrough, Cathy Salit presents the revolutionary strategies that she's proven successful through over twenty years' experience custom-creating workshops for powerhouse clients including American Express, Nike, Coca-Cola, and DIRECTV. Artfully blending techniques from theatrical performance with the new science of performative psychology, Salit guides readers through forging new relationships guaranteed to yield greater success and satisfaction. Performance Breakthrough outlines proven techniques, including taking an emotional inventory; crafting new scripts for greater confidence, stronger relationships, and better outcomes; building ensembles; improvising; and listening -- really listening -- including accepting others' criticism and input. No matter what your challenge, Salit's innovative philosophy, case studies, practical exercises, and inspiring advice will help you deliver your own top performance. |
| to sell is human free: The Almanack of Naval Ravikant: A Guide to Wealth and Happiness Eric Jorgenson, 2022-12 This isn't a how-to book, or a step-by-step gimmick. Instead, through Naval's own words, you will learn how to walk your own unique path toward a happier, wealthier life. |
| to sell is human free: Sell Thomas N. Ingram, 2015 SELL 4 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.-- |
| to sell is human free: To Sell Is Human Daniel H. Pink, 2013-12-03 Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, 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. |
| to sell is human free: To Sell Is Human Daniel H. Pink, 2012-12-31 Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, 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. |
| to sell is human free: To Sell Is Human in 30 Minutes Garamond Press, 2013-04-16 To Sell Is Human ...in 30 minutes is the essential guide to quickly understanding the important sales lessons outlined in Daniel H. Pink's best-selling book, To Sell Is Human: The Surprising Truth About Moving Others. In To Sell Is Human, renowned author Daniel H. Pink contends that the line between seller and customer has blurred, and that everyone, no matter their occupation, spends most of their time selling something to somebody else, whether it's a product, an idea, or an agenda. Pink breaks down the science of selling effectively, pulling from extensive research on the psychology of persuasion. To Sell Is Human is an invaluable resource for improving your ability to successfully move others in your professional and personal life. Use this helpful guide to understand To Sell is Human in a fraction of the time, with tools such as: Concise synopsis examining the key principles of To Sell Is Human In-depth analysis of the new ABCs of sales (Attunement, Buoyancy, and Clarity) Breakdown of how to create a successful pitch Lessons on applying important sales concepts from To Sell is Human in personal and professional contexts As with all books in the 30 Minute Expert Series, this book is intended to be purchased alongside the reviewed title, To Sell Is Human: The Surprising Truth About Moving Others. |
| to sell is human free: Summary of To Sell is Human by Daniel Pink QuickRead, Alyssa Burnette, Learn why selling is part of human nature-- and part of every job! Selling used to be the exclusive territory of professional salesmen who had dedicated their lives and careers to a sales-driven industry. But acclaimed author Daniel Pink argues that those days are gone! To Sell is Human (2013) outlines the cultural shift which has integrated sales as a necessary role in almost every job. Pink also expounds on this theory and identifies what he calls the “new ABCs of sales.” Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. DISCLAIMER: This book summary is meant as a preview and not a replacement for the original work. If you like this summary please consider purchasing the original book to get the full experience as the original author intended it to be. If you are the original author of any book on QuickRead and want us to remove it, please contact us at hello@quickread.com. |
| to sell is human free: SUMMARY - To Sell Is Human: The Surprising Truth About Moving Others By Daniel H. Pink Shortcut Edition, 2021-05-31 * Our summary is short, simple and pragmatic. It allows you to have the essential ideas of a big book in less than 30 minutes. *By reading this summary, you will change your mind about the world of modern sales. No more clichés of the salesman at your door who insists on selling you everything but what you need. Nowadays, the salesman is your collaborator, your ally, even your friend! At the same time, you will realize that you yourself are a salesman who doesn't know himself. Daniel Pink, as an influential thinker in the business world, dissects the practices of the gay salesman and provides everyone with the keys to success in order to, as he says, get others moving. *You will also discover that : Knowing how to sell requires knowing your customer and knowing how to anticipate their needs; The relationship between seller and buyer has been reversed with the arrival of the internet and social networks; You can improve your own performance by following a few simple tips; Pitcher, improvise and tune are the key words of the modern salesman. *Selling suffers from prejudices. It is seen as the territory of shady people, scam artists who use fine words to try to get you to buy something that doesn't suit you at a high price. However, selling is not only about the material aspect. Persuading someone to rally his own opinion is also selling himself. And each of us does it every day, more than we think we do. To be successful in sales or in business without sales, you must first know yourself well and then know how to understand your customer. Small practical guide... *Buy now the summary of this book for the modest price of a cup of coffee! |
| to sell is human free: To Sell Is Human Daniel H. Pink, 2014-01-01 We're all in Sales now: we all spend time trying to persuade others to part with resources although most of the time we don't even realise it. Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn. We go online to sell ourselves on social media sites. In this new book Daniel Pink explores the ways in which we can all improve our sales skills, in every area of our lives. |
| to sell is human free: Selling Value Don Hutson, 2015-03-03 SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds! |
| to sell is human free: Free Birds Revolution Miles Everson, 2025-01-28 BOOKSCAN BUSINESS BESTSELLER PUBLISHERS WEEKLY BESTSELLER USA TODAY BESTSELLER For both independent professionals and corporate executives, this educational and practical guide unpacks the ever-growing workforce and offers leaders crucial ways to become its client of choice. From iconic entertainers like Taylor Swift, Bob Dylan, and Sylvester Stallone to innovators like Steve Jobs and Bill Gates, the world of music and business has always thrived on independence and creativity. Now, this same spirit is transforming the workforce. Free Birds Revolution is your guide to navigating this seismic shift. Packed with stories from pop culture and entrepreneurial icons, Everson reveals how the independent workforce is reshaping the future of work. Inside, you'll discover: The Six Forces Shaping the Future of Work: Explore the unstoppable “Everson Evolutions” driving the rise of independent professionals. The Death of Employer-Employee Loyalty: Understand how the social contract is evolving and what it means for businesses and workers alike. The Motivation to Fly Solo: Discover why more professionals are choosing independence and how your business can attract top talent. Becoming a Free Bird: Embrace your own independent spirit and take control of your career. Free Birds Revolution is essential reading for anyone ready to redefine their work life. Whether you’re a solopreneur or a business leader, this book will help you thrive in the dynamic landscape of independent work. Join the revolution and let your career take flight. |
| to sell is human free: Bettering Humanomics Deirdre Nansen McCloskey, 2023-06-05 In Bettering Humanomics: A New and Old Approach to Economic Science, Deirdre Nansen McCloskey offers a critique of contemporary economics and a proposal for a better humanomics. McCloskey argues for an economic science that accepts the models and mathematics, the statistics and experiments of the current orthodoxy, but also attests to the immense amount we can still learn about human nature and the economy. From observing human actions in social contexts, to the various understandings attained by studying history, philosophy, and literature, McCloskey presents the myriad ways in which we think about life and how we justify and understand our actions in a synergistically human approach towards economic theory and practice-- |
| to sell is human free: Summary & Analysis of To Sell Is Human ZIP Reads, PLEASE NOTE: This is a summary and analysis of the book and not the original book. If you'd like to purchase the original book, please paste this link in your browser: https://amzn.to/2H7dPXG Bestselling author Daniel H. Pink explains why everyone is a salesperson and how anyone can effectively connect to and move others in his deeply thoughtful and analytical book, To Sell is Human: The Surprising Truth About Moving Others. This ZIP Reads summary provides key takeaways and analysis from Pink's #1 bestselling book, To Sell Is Human. This revolutionary look at sales and selling will change the way you think, work, and sell. What does this ZIP Reads Summary Include? Synopsis of the original bookHow the economy has shifted and why everyone is a salespersonThe NEW ABC of selling (it's not Always be closing)Step-by-step breakdown's of Pink's advice and methodologyKey takeaways & analysis of the original bookEditorial reivewBackground on the author About the Original Book: Daniel Pink writes clearly and fluidly to impress on readers what ought to be obvious by now: sales tactics that worked twenty years ago when information was scarce and buyer behavior predictable are, at best, inadequate at moving today’s informed but distracted buyer. Weaving engaging anecdotes into candid observations, Pink shows how to connect to a tough audience, pitch, clarify your offering, and survive rejection. Anyone who wants to become more effective at persuading other people will find the ideas in this book invaluable. DISCLAIMER: This book is intended as a companion to, not a replacement for, To Sell Is Human. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way. |
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Why Join Sellstate? • Sellstate
Sellstate stands out as a beacon of flexibility in the world of real estate. Embracing a boutique-style approach, Sellstate is a forward-thinking franchise that represents the future of the industry.
Broker Opportunities • Sellstate
Sellstate provides the unique opportunity for Brokers to tailor their business strategies, customize their pricing structures, personalize their branding, and operate with autonomy.
Contact Us - Sellstate
Interested in becoming a Broker? Schedule a call with our team to delve deeper into the exciting opportunities that await at Sellstate.
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Sellstate stands out as a beacon of balance in the world of real estate, seamlessly blending support with independence. With a boutique-style approach, Sellstate creates the perfect …
Find An Office • Sellstate
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Sellstate Insider • Sellstate
The 2025 Real Estate Landscape: What Buyers and Sellers Need to Know
Agent Opportunities • Sellstate
Sellstate stands out as a premier choice for Agents due to our commitment to provide unparalleled technology and services, prioritize their professional growth and development, …
The Importance of Mental Health in Real Estate: Strategies for …
Sep 6, 2024 · Real estate is a fast-paced, high-pressure industry that requires constant hustle, resilience, and adaptability. Whether you’re an agent managing multiple listings, a broker …
