Acumen Presents: Daniel Pink on the Art of Selling
4.5 (233 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,554 students enrolled

Acumen Presents: Daniel Pink on the Art of Selling

Learn the new art and science of effectively moving people from bestselling author Daniel Pink.
4.5 (233 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,554 students enrolled
Last updated 4/2018
English
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Current price: $29.99 Original price: $179.99 Discount: 83% off
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This course includes
  • 1 hour on-demand video
  • 3 articles
  • Full lifetime access
  • Access on mobile and TV
  • Assignments
  • Certificate of Completion
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What you'll learn
  • Uncover how sales has been transformed into an art we all need to master
  • Deepen your understanding of the perspectives and needs of your customers

  • Practice three new types of pitches to move beyond the elevator pitch and find the most effective ways to engage your audience

  • Discover how to map the power dynamics between customers and sellers
  • Learn to make sales personal, purposeful and ultimately human
Requirements
  • This course is open to anyone who wants to learn the art of selling and pitching for social entrepreneurs. There are no prerequisites.
Description

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.   

In this course, Daniel Pink, bestselling author of To Sell Is Human offers a fresh look at the art and science of selling. He teaches research-grounded tactics to help you understand your audience and convince them to take clear actions—whether that is funding your venture, buying your product, or adopting your new idea. You'll leave the course better equipped to practice the new skills of selling--pitching, improvising and serving.

Daniel is one of the most highly-regarded contemporary authors covering topics ranging from business to work to behavior. His TED Talk on the science of motivation is one of the 10 most-watched TED Talks of all time and, in this course, he’ll walk you through the science of motivating people to buy, use, and adopt.

You’ll learn three effective methods to pitch and then have the chance to apply all of Daniel’s tactics to your own “selling” challenge.  Along the way, Daniel will teach you how to remain buoyant in the face of the inevitable rejection that comes with selling and instruct you on the new ABCs of sales.

Daniel’s insights will change how you see the world and transform what you do at work, at school, and at home. He’ll help you realize that sales doesn’t have to be sleazy or distasteful, but can be a personal, purposeful, and ultimately human art.  

Learn the new tactics of sales from one of the best thinkers on business and behavior  

  • Understand why sales has changed more in the last 10 years than in the previous 100 years—and how you can adapt

  • Discover how to map the power dynamics between customers and sellers

  • Gain strategies to grow attuned to the perspectives and needs of your customers and audiences

  • Practice 3 research-backed pitching techniques to sell your ideas

  • Learn to make sales personal, purposeful and ultimately human

Content and Overview  

Daniel will introduce you to the concept of sales—and help you understand why almost everyone is in sales now because we are all trying to move or persuade others. You’ll learn how to frame your own “Sales Challenge”—a situation where you need to convince or move others—so that you can apply Daniel’s tactics and research directly to your own work.  

Next, Daniel will present the research on how sales has shifted more in the last 10 years than in the previous 100 years by explaining the concepts of information asymmetry and parity. He’ll also explain two “big picture” techniques for moving others--irritation and agitation--and help you learn to differentiate between them.  Then you’ll have a chance to apply these two techniques to your own Sales Challenge.  

Daniel will walk you through the new “ABCs of Selling” –attunement, buoyancy, and clarity--and offer structured tips for how you can put these concepts into practice right away. You’ll dive into exercises where you’ll assess the power dynamics between the seller and the buyer and learn to tailor your messages accordingly. You’ll learn tactics to stay more buoyant in the face of inevitable rejection that comes with selling new things.  And you’ll learn how to design “off-ramps” that point your customers or audience in the direction of clear actions.  

Daniel will then explain the fundamentals of effective pitches. He’ll offer you three templates to create pitches that work based on the social science research. You’ll have a chance to apply these frameworks to craft your own pitch.

Finally, Daniel will wrap up by offering advice on how you can make sales more personal and more purposeful so that—far from being sleazy or distasteful—selling can be a very human art.

 

Who this course is for:
  • Anyone who wants to learn to more effective move, persuade, or convince others
Course content
Expand all 25 lectures 58:17
+ Introduction to the Course
6 lectures 08:25

Daniel welcomes you to the course and explains what will be covered.

Preview 01:11

Daniel Pink describes the role of "non-sales selling" in modern work, especially in the social sector.

Preview 01:09

Daniel defines what "non-sales" selling involves--and why more of us are doing it than we realize.

Preview 01:10
For this first assignment, you'll identify a specific sales challenge that you want to work on in this course.
Frame Your Sales Challenge
1 question

Daniel describes why the field of sales has rapidly changed in the last 10 years--as consumers and marketplaces have transitioned from ones of "information asymmetry" to "information parity."

Why Sales Has Changed in the Last 10 Years
02:14

Daniel describes why we've moved from a world of "Buyer Beware" to "Seller Beware" and how you can equip yourself to be a salesperson equipped for this decade.

The Shift Away from Information Asymmetry
01:24

Challenge yourself to distinguish between examples of information asymmetry and information parity.

Quiz: Is this Information Asymmetry or Information Parity?
3 questions

Daniel describes two primary ways we can move others--and helps you discover which one is more effective.

2 Ways to Think About Moving Others
01:17
In this assignment, you'll identify whether irritation or agitation tactics might work best for your Selling Challenge.
Apply Irritation or Agitation
2 questions
+ The New ABCs of Selling: Attunement, Buoyancy and Clarity
8 lectures 29:32

Daniel describes the key mindsets for effective selling—the new ABCs: attunement, buoyancy, and clarity.

Preview 03:48

Daniel defines "attunement" in the context of selling and pitching, and offers tips for how to attune yourself to the perspective and thought process of your audience. 

Get Better at Attunement if You Have Power
05:31

Daniel describes how you can become more attune with powerful people--ranging from your boss to a funder--and effectively move them.

Get Better at Attunement if You’re NOT in Power
03:06
In this exercise, you'll apply the research on attunement to figure out how you can more effectively more people who are both more or less powerful than you.
Get More Attuned to the People You're Trying to Move
2 questions

Daniel explains why practicing mimicry is actually a validated way to become a more effective salesperson.

How to Practice Mimicry (and why it works)
03:54

Daniel describes a practice called "interrogative self-talk" that can help you become a more prepared salesperson.

How to Practice Interrogative Self-Talk
04:35

Daniel defines "buoyancy" in the context of selling and pitching, and offers tips for how to maintain a sense of stability in the face of challenges and rejections. 

Tips for Staying Buoyant
02:40
In this assignment, you'll develop 3 ways you can stay buoyant in the face of rejection--which inevitably happens when you're trying to sell things or convince people to do things differently.
3Ps to Stay Buoyant
4 questions

Daniel describes what he calls "the most important question in sales."

The Most Important Question in Sales
03:41
In this assignment, you'll develop a description for what you're trying to sell and help prospective customers answer the most important question in sales--"compared to what?"
Compared to What?
2 questions

Daniel describes how you can move people from listening to a pitch to taking action.

How to Get People to Take Clear Actions
02:17
+ The Art of Pitching
4 lectures 08:53

Daniel describes the purpose of a pitch. He outlines several types of pitches for moving beyond the elevator pitch and more effectively engaging others.

What is the Purpose of a Pitch?
01:40

Daniel describes why a one-word pitch can be hard to craft, but powerful to deliver.

The One Word Pitch
01:39

Daniel describes how to use the rhyming pitch to great effect and cites effective examples.

The Rhyming Pitch
02:24

Daniel describes how to use the Pixar Pitch to tell compelling, evocative stories.

Preview 03:10
Use the templates that Dan gave you for a Pixar pitch, one-word pitch, and rhyming pitch. Develop your own pitch for whatever concept, product, or service you are trying to sell.
Develop Your Pitch
1 question
+ Make It Personal. Make It Purposeful.
5 lectures 09:49

Daniel describes the link between servant leadership and servant selling.

The Link Between Sales and Service
03:49

Daniel describes the value of making sales purposeful.

How to Infuse a Sense of Purpose into Sales
02:31

Daniel concludes the course with key takeaways on using the art of selling to move others and create deeper social impact. 

Final Advice from Daniel
02:49

Use the coupon code MASTERBONUS to access other +Acumen courses for just $18.

About +Acumen
00:31
Complete the Post-Course Satisfaction Survey
00:08
+ BONUS: Preview another +Acumen Master Class with Angela Duckworth
2 lectures 01:38

Preview another +Acumen Master Class with Angela Duckworth, a professor at the University of Pennsylvania and bestselling author of Grit.

BONUS: Preview another +Acumen Master Class with Angela Duckowrth
01:27

Use the coupon code MASTERBONUS to access other +Acumen courses for just $18.

Coupon Codes
00:11