Acumen Presents: Daniel Pink on the Art of Selling
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
- This course is open to anyone who wants to learn the art of selling and pitching for social entrepreneurs. There are no prerequisites.
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
Acumen is changing the way the world tackles poverty by investing in companies, leaders and ideas. We invest patient capital in businesses whose products and services are enabling the poor to transform their lives. Founded by Jacqueline Novogratz in 2001, Acumen has invested more than $110 million in 102 companies across Africa, Latin America, South Asia and the United States. We are also developing a global community of emerging leaders with the knowledge, skills and determination to create a more inclusive world. In 2015, Acumen was named one of Fast Company's Top 10 Most Innovative Not-for-Profit Companies.
Acumen Academy is the world’s school for social change. Our mission is to unleash a new generation of social innovators and leaders with the determination and grit to build a more just, inclusive and sustainable world. Blending the best of online and offline learning, we offer anyone, anywhere access to the practical tools, practices, resources and supportive community they need to achieve positive social change. With 700 Fellows and 500,000 course takers in 193 countries, the Acumen Academy community represents a new generation of social innovators and leaders committed to doing what’s right in a world that loves easy.
Dan Pink is the bestselling author of books on business, work, and behavior including To Sell is Human: The Surprising Truth About Moving Others, Drive: The Surprising Truth About What Motivates Us, A Whole New Mind: Why Right-Brainers Will Rule the Future, The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need and Free Agent Nation: The Future of Working for Yourself. He worked as host and co-executive producer for “Crowd Control,” a National Geographic Channel television series about human behavior. His writing has been featured in The New York Times, Fast Company, Wired, Harvard Business Review, The New Republic, and Slate.