[...]... wherever that guy has been, I have been Even if I never heard of the place,” he writes A lot of people out there, maybe millions, have heard of me And thousands have bought from me They think they know a lot about me, because I know a lot about them They think I have been to Yellowstone National Park They think I have fished for salmon near Traverse City, Michigan They think I have an aunt who lives near... that others can specialize in something else But proprietors of small operations don’t have that luxury They must wear several hats—often at the same time—and one of these hats is the selling cap Shamus Jones, the founder of Brooklyn Brine, calls himself a “reluctant capitalist.” He started his career as a chef, grew disenchanted with the restaurant industry, and three years ago ventured out on his... having the flexibility to frame what we do in that context.” For example, in his ninth-grade class last year, after finishing a unit on natural disasters, Ferlazzo asked his students to write an essay about the natural disaster they considered the very worst One of his students—Ferlazzo calls him “John”—refused This wasn’t the first time he had done so, either John had struggled throughout school and... I was with him, Hall introduced himself to the fifty-something head of maintenance at a clothing store “Really?” the man cried “My father was a Fuller Brush salesman in Oklahoma!” (Alas, this prospect didn’t buy anything, even though Hall pointed out that the mop propped in the corner of the store came from Fuller.) After forty years, Hall has a garage full of Fuller items, but his connection to the. .. the data show that rather than decline in relevance and size, sales has remained a stalwart part of labor markets around the world Even as advanced economies have transformed—from hard goods and heavy lifting to skilled services and conceptual thinking the need for salespeople has not abated But that’s merely the beginning of the story The Rise of Non-Sales Selling The men and women who operate the world’s... it can pick up sugar and salt from a bare wood floor,” he explains “It’s my favorite wedding gift.” Another exquisitely timed pause “It beats the hell out of a toaster.” Chronis and Kreher go for that, too When about twenty minutes have elapsed, and Hall has reached the final sheet in his homemade catalog, he scribbles the $149.96 sale in his order book He hands a carbon copy of the order to Chronis,... consequence is that as the seller, I settle for a price lower than the auto is worth The other is that I give up and don’t even bother trying to sell my car “Dishonest dealings tend to drive honest dealings out of the market,” Akerlof wrote The presence of people who wish to pawn bad wares as good wares tends to drive out the legitimate business.” And it’s not just autos, he said The same reasoning applies to. .. off topic—it looked like he had been expecting a lecture The Raiders,’ he replied Okay, then, what was his least favorite team? The Giants.’” So Ferlazzo asked him to write an essay showing why the Raiders were superior to the Giants John stayed on task, said Ferlazzo, asked “thoughtful and practical questions,” and turned in a “decent essay.” Then John asked to write another essay—this one about basketball to. .. That is also what, say, a good algebra teacher does At the beginning of a term, students don’t know much about the subject But the teacher works to convince his class to part with resources—time, attention, effort—and if they do, they will be better off when the term ends than they were when it began “I never thought of myself as a salesman, but I have come to the realization that we all are,” says Holly... what he called a finger exercise to illustrate and develop”2 his ideas Cars for sale—he said, oversimplifying in the name of clarifying—fall into two categories: good and bad Bad cars, what Americans call “lemons,” are obviously less desirable and therefore ought to be cheaper Trouble is, with used cars, only the seller knows whether the vehicle is a lemon or a peach The two parties confront “an asymmetry . minutes have elapsed, and Hall has reached the final sheet in his homemade catalog, he scribbles the $149.96 sale in his order book. He hands a carbon copy of the order to Chronis, saying, “I hope. Cataloging-in-Publication Data Pink, Daniel H. To sell is human : the surprising truth about moving others / Daniel H. Pink. p. cm. Includes bibliographical references and index. ISBN 97 8-1 -1 0 1-5 970 7-1 1 workshop to manufacture brushes of his own. At night, he oversaw the mini-factory. By day he walked the streets selling what he’d produced. To his amazement, the small enterprise grew. When he needed