MASTER CLASS

Daniel Pink on the Art of Selling

Learn the new art and science of effectively moving people from bestselling author Daniel Pink.

Course Details

  • Price: $100 $25 
  • Availability: On Demand
  • Duration: 3 hours
  • Access: Unlimited

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

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 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 ultimately be a personal, purposeful, and ultimately human art.

Format and Timing

  • Individual Course: This course is a series of videos and exercises you can work through on your own.
  • Platform: Udemy (+Acumen developed this course. We host this course on the Udemy platform.)
  • Timing: You can work through the materials at your own pace. There are no required times for you to log in. Your access does not end.
Section 1: Introduction to the Course
  • Video 1: Introduction to the Course
  • Video 2: Why More and More Jobs Involve Selling
  • Video 3: What is Non-Sales Selling?
  • Assignment 1: Frame Your Sales Challenge
  • Video 4: Why Sales Has Changed in the Last 10 Years
  • Video 5: The Shift Away from Information Asymmetry
  • Quiz: Is this Information Asymmetry or Information Parity?
  • Video 6: 2 Ways to Think About Moving Others
  • Assignment 2: Apply Irritation or Agitation
Section 2: The New ABCs of Selling: Attunement, Buoyancy and Clarity
  • Video 6: The New ABCs of Selling
  • Video 8: Get Better at Attunement if You Have Power
  • Video 9: Get Better at Attunement if You're NOT in Power
  • Assignment 3: Get More Attuned to the People You're Trying to Move
  • Video 10: How to Practice Mimicry (and why it works)
  • Video 11: How to Practice Interrogative Self-Talk
  • Video 12: Tips for Staying Buoyant
  • Assignment 4: 3Ps for Staying Buoyant
  • Video 13: The Most Important Question in Sales
  • Assignment 5: Compared to What?
  • Video 14: How to Get People to Take Clear Actions
Section 3: The Art of Pitching
  • Video 15: What is the Purpose of a Pitch?
  • Video 16: The One-Word Pitch
  • Video 17: The Rhyming Pitch
  • Video 18: The Pixar Pitch
  • Assignment 6: Develop Your Pitch
Section 4: Make it Personal. Make it Purposeful.
  • Video 19: The Link Between Sales and Service
  • Video 20: How to Infuse a Sense of Purpose into Sales
  • Video 21: Final Advice from Daniel

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Supported By

Daniel 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.

What People Are Saying

Loved it! The presentation is very engaging and yet still highly compelling. If you don't think of yourself as a salesperson, this masterclass will help you realize that we all do a bit of sales in our everyday lives. I'm a better and more persuasive negotiator and pitcher after this.

Anna A.