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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.
Browse Lesson Plan
1. 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.
2. 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.
3. 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.
4. Serve Your Audience
Daniel teaches you how putting a purposeful, personal touch on your persuasive encounters can make all the difference.
5. Exercise: Creating a Discussion Map
Daniel shares his favorite trick for identifying the best point of influence in a group dynamic.
6. Clarity: Making Your Message Count
Learn how strategic communication can mean the difference between success and failure in an information-saturated era.
7. 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.
8. 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.
9. Persuasive Framing
Discover how taking advantage of innate glitches in the human mind can help you craft your messages for maximum efficacy.
10. 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.
11. 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.
12. 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.
13. 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.
14. Persuade Yourself: How to Self-Motivate
Learn what it takes to persuade yourself.
15. 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.
16. Beginnings, Middles, and Endings
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