Closing General Session: The Moving Business: The Tender Art and Surprising Science of Convincing, Compelling, and Cajoling Others
Presenter: Dan Pink
Tuesday August 14,
Room: Hall E
Hashtag: #asae12 GP2
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Something curious is going on in the modern workplace. Today, 1 in 9 Americans works in sales. An astonishing 15 million people now earn their living trying to convince others to make a purchase. But, says Daniel Pink, bestselling author of Drive and A Whole New Mind, that figure masks an even more startling reality. Yes, 1 in 9 of us work in sales. But so do the other 8 in 9. Whether we’re entrepreneurs persuading funders, employees pitching colleagues, or association leaders cajoling members and volunteers, we spend vast portions of our days trying to move others. Like it or not, we’re all in sales now. In this provocative and entertaining presentation, Pink offers a fresh look at the art and science of selling, and shows that sales, whether pushing a product or peddling an idea, isn’t what it used to be. Because of powerful economic changes, the glad-handing, truth-bending, low road form of sales has become a relic. In its place is a new approach to moving people that involves three deeply human qualities and four surprisingly sophisticated skills. Using the latest social science and cutting-edge examples from organizations around the world, Pink will show you the new world of selling – and give you the hand-on tools and practical tips to do it better. Daniel H. Pink is the author of four provocative books about the changing world of work, including the long-running New York Times bestseller, A Whole New Mind, and the #1 New York Times bestseller, Drive. His books have been translated into 32 languages.