With four NYT bestsellers, Daniel Pink is an influential voice in the evolving landscape of sales and motivation. Now the author of To Sell Is Human teaches you science-backed principles for effective and ethical sales and persuasion. Learn tactics for achieving better outcomes in any interaction—at home or at work—and tools for framing your message, navigating cognitive biases, and pitching ideas, products, or yourself.
Overview
Syllabus
- Meet Your Instructor
- Dan introduces himself, the class, what you will learn, and explains why it’s critical for everyone to learn how to persuade effectively and authentically.
- Sales Trends
- Sales has changed more in the last 10 years than in the previous 100. Learn the most important developments and how they affect your ability to persuade.
- Attunement: Finding Common Ground
- To persuade effectively, you need to get inside the head of your counterpart and understand their perspective. Learn how to attune yourself to their state of mind and cultivate a meaningful connection.
- Serve Your Audience
- Daniel teaches you how putting a purposeful, personal touch on your persuasive encounters can make all the difference.
- Exercise: Creating a Discussion Map
- Daniel shares his favorite trick for identifying the best point of influence in a group dynamic.
- Clarity: Making Your Message Count
- Learn how strategic communication can mean the difference between success and failure in an information-saturated era.
- Getting Others to Act
- The key to getting someone to do something is to make them think it was their idea. Learn about the dangers of coercion and how to persuade others by finding common ground instead.
- Create a Connection by Mimicking
- Humans are natural mimickers. If you’re aware of how this tendency can connect you to someone else, then you can deploy it strategically.
- Persuasive Framing
- Discover how taking advantage of innate glitches in the human mind can help you craft your messages for maximum efficacy.
- Pitching Like a Pro
- Daniel explains why the elevator pitch is a thing of the past and shares a variety of pitches you can use to sell an idea, a product, or even yourself.
- Exercise: Asking for a Raise
- Working with a counterpart in a real-time demonstration, Daniel shows you the best way to manage subordinates and how to get that raise you’ve been hoping for.
- Buoyancy: Develop a Resilient Mindset
- Learn how to remain afloat in a sea of rejection as Daniel shares some of his favorite tips for staying positive.
- Introvert, Extrovert, or Ambivert
- Despite what you might think, extroverts are not the best salespeople. Discover what personality type actually sells best and how to cultivate that optimal mentality.
- Persuade Yourself: How to Self-Motivate
- Learn what it takes to persuade yourself.
- Using Timing to Become a Better Persuader
- We often focus on what we need to accomplish and how to get everything done—but Daniel explains why we also need to focus on the “when” of these decisions.
- Beginnings, Middles, and Endings
- Different stages of work require us to behave differently. Understanding more about those behavioral differences allows us to perform better.
Taught by
Daniel Pink
