Saturday, February 09, 2013

Selling, Communicating, and the Pixar Method

Daniel Pink's To Sell is Human: The Surprising Truth About Moving Others is a fascinating look into the "art" of moving people.  Using a mix of social science, survey research, and rich stories, the book shows that white-collar workers now spend an enormous portion of their time persuading, influencing, and moving others. Then it reveals the personal qualities and specific skills necessary for doing it better.  What I found most profound about this is the keys to moving people, which really isn't just "sales" but more of thoughtful communication: such as rhyming; questioning; one-word pitch; and of course, the "Pixar Pitch."   What Pink argues is that in our knowledge-based, information economy - jobs have become more elastic and entrepreneurial.  As a result, anyone from doctors to accountants to teachers need to "sell" and convince more than ever.  (Librarians?  Information professionals?  A lightbulb moment for me here.)   This is a highly engaging and energizing read and I highly recommend you flip through the pages and take a look for yourself  In our knowledge economy, one that relies on connecting more than ever whether it be in-person or online, the ability to clearly and buoyantly communicate is critical.