作者:
Pink, Daniel H. 出版社: Riverhead Books 副标题: The Surprising Truth About Moving Others 出版年: 2012-12 页数: 272 定价: $ 30.45 装帧: Hardcover ISBN: 9781594487156
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.
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.
作者简介
· · · · · ·
Daniel H. Pink is the author of six provocative books — including his newest, When: The Scientific Secrets of Perfect Timing.
WHEN has spent 4 months on the New York Times bestseller list and was named a Best Book of 2018 by Amazon and iBooks.
Dan's other books include the long-running New York Times bestseller A Whole New Mind and the #1 New York Times bestsellers Drive and To...
Daniel H. Pink is the author of six provocative books — including his newest, When: The Scientific Secrets of Perfect Timing.
WHEN has spent 4 months on the New York Times bestseller list and was named a Best Book of 2018 by Amazon and iBooks.
Dan's other books include the long-running New York Times bestseller A Whole New Mind and the #1 New York Times bestsellers Drive and To Sell is Human. His books have won multiple awards and have been translated into 39 languages.
He and his wife, who live in Washington, DC, have three children -- a college senior, a college sophomore, and a high school sophomore.
And much as perspective-taking and empathy are fraternal twins, mimicry has a first cousin: touching. The research here, much of it by French social psychologist Nicolas Guéguen, is similarly plentiful. For instance, several studies have shown that when restaurant servers touch patrons lightly on the arm or shoulder, diners leave larger tips.18 One of Guéguen’s studies found that women in nightclubs were more likely to dance with men who lightly touched their forearm for a second or two when making the request. The same held in a non-nightclub setting, when men asked for women’s phone numbers.19 (Yes, both studies took place in France.) (查看原文)
Whether selling products, negotiating with colleagues, teaching children or pitching ideas, the art of moving people is becoming an ever-increasing part of our lives. To do this effectively, you must ...Whether selling products, negotiating with colleagues, teaching children or pitching ideas, the art of moving people is becoming an ever-increasing part of our lives. To do this effectively, you must embrace the new ABCs of selling (Attunement, Buoyancy and Clarity), as well as master the tools of the trade: pitching, improvising and serving.(展开)
A day to day challenge&practice to me. 作为一个75%的sales和每个questionnaire都认定的introvert，完全是这份工作“强迫”我向书中提到的ambivert演变。新ABC中，Clarity是每天工作中都能用到的技巧，Attunement（换位思考）和Buoyancy（性格和自我叙事）有术，但更多是在修炼自己。老ABC其实还是很有用，但我大...A day to day challenge&practice to me. 作为一个75%的sales和每个questionnaire都认定的introvert，完全是这份工作“强迫”我向书中提到的ambivert演变。新ABC中，Clarity是每天工作中都能用到的技巧，Attunement（换位思考）和Buoyancy（性格和自我叙事）有术，但更多是在修炼自己。老ABC其实还是很有用，但我大概第一周就辞职了（。(展开)
做了十多年销售，也试着认真反思做分享，跟人家这比不服不行啊，对行为控制科学以及认知心理学的素材信手拈来，语言学对职业固有认知的表现也很启发人。buoyance提炼的很有实践性：1.interrogative self-talk;2.postivity ratios;3.explanatory style，销售最需要培养跟拒绝相处。5年前，武汉一波OEM客户的采购建立了微信群，把我的折扣价格透明了，...做了十多年销售，也试着认真反思做分享，跟人家这比不服不行啊，对行为控制科学以及认知心理学的素材信手拈来，语言学对职业固有认知的表现也很启发人。buoyance提炼的很有实践性：1.interrogative self-talk;2.postivity ratios;3.explanatory style，销售最需要培养跟拒绝相处。5年前，武汉一波OEM客户的采购建立了微信群，把我的折扣价格透明了，因此有后面几年的体验，能领会信息不对称被互联网瓦解后的销售成长之路。In the new world of sales, being able to ask the right questions is more valuable than producing the right answers. (展开)
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0 有用 世界唯一的皮皮 2022-12-25 15:02:51 天津
可能是今年读的最后一本专业书了吧。多了不少以后可以上课用的素材。
0 有用 凯莉彭 2020-08-30 14:22:31
Whether selling products, negotiating with colleagues, teaching children or pitching ideas, the art of moving people is becoming an ever-increasing part of our lives. To do this effectively, you must ... Whether selling products, negotiating with colleagues, teaching children or pitching ideas, the art of moving people is becoming an ever-increasing part of our lives. To do this effectively, you must embrace the new ABCs of selling (Attunement, Buoyancy and Clarity), as well as master the tools of the trade: pitching, improvising and serving. (展开)
0 有用 以梦为马 2015-04-04 14:14:31
0 有用 凡事利 2022-12-11 07:56:26 浙江
nothing new
0 有用 Waterwalker 2015-06-28 22:06:41
attunement, buoyance, clarity, the new qualities for modern sales; there is no information asymmetry any more
0 有用 MNE 2023-05-11 17:09:07 福建
A day to day challenge&practice to me. 作为一个75%的sales和每个questionnaire都认定的introvert，完全是这份工作“强迫”我向书中提到的ambivert演变。新ABC中，Clarity是每天工作中都能用到的技巧，Attunement（换位思考）和Buoyancy（性格和自我叙事）有术，但更多是在修炼自己。老ABC其实还是很有用，但我大... A day to day challenge&practice to me. 作为一个75%的sales和每个questionnaire都认定的introvert，完全是这份工作“强迫”我向书中提到的ambivert演变。新ABC中，Clarity是每天工作中都能用到的技巧，Attunement（换位思考）和Buoyancy（性格和自我叙事）有术，但更多是在修炼自己。老ABC其实还是很有用，但我大概第一周就辞职了（。 (展开)
0 有用 姜小白 2023-03-04 12:49:37 湖北
做了十多年销售，也试着认真反思做分享，跟人家这比不服不行啊，对行为控制科学以及认知心理学的素材信手拈来，语言学对职业固有认知的表现也很启发人。buoyance提炼的很有实践性：1.interrogative self-talk;2.postivity ratios;3.explanatory style，销售最需要培养跟拒绝相处。5年前，武汉一波OEM客户的采购建立了微信群，把我的折扣价格透明了，... 做了十多年销售，也试着认真反思做分享，跟人家这比不服不行啊，对行为控制科学以及认知心理学的素材信手拈来，语言学对职业固有认知的表现也很启发人。buoyance提炼的很有实践性：1.interrogative self-talk;2.postivity ratios;3.explanatory style，销售最需要培养跟拒绝相处。5年前，武汉一波OEM客户的采购建立了微信群，把我的折扣价格透明了，因此有后面几年的体验，能领会信息不对称被互联网瓦解后的销售成长之路。In the new world of sales, being able to ask the right questions is more valuable than producing the right answers. (展开)
0 有用 世界唯一的皮皮 2022-12-25 15:02:51 天津
可能是今年读的最后一本专业书了吧。多了不少以后可以上课用的素材。
0 有用 凡事利 2022-12-11 07:56:26 浙江
nothing new
0 有用 豆友239371644 2021-11-04 13:23:15
感觉有点太注重学术研究的结果…其实去掉那些文献东西没有那么多