According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges:
Yes, one in nine Americans works in sales. But so do the other eight.
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.
The book To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.
Facilitator:
Clay Pacells
Executive Leadership Performance, LLC
Clay started his own leadership and executive coaching business Executive Leadership Performance, LLC, in 2009 after 30+ years successfully leading businesses. Clay’s professional experience blends, consulting, coaching, marketing and facilitation. Clay is a Coach and Advisor to executives and their teams. He focuses on helping leaders and leadership teams improve their effectiveness and, ultimately, the bottom-line growth in their companies.
Areas of transformation addressed through the coaching work include assessing and developing leadership presence, emotional intelligence and self awareness, developing influencing and communication skills and helping leaders excel when recently promoted to new and bigger roles. Typically he is engaged because a leader has assumed a new position, is being groomed for a higher position, or to address a blind spot that is limiting the effectiveness of the leader.
Clay received a degree in Business Marketing from Texas Christian University, completed his CPCU and postgraduate studies in Leadership Coaching at Georgetown University in Washington, DC. By completing this program, which is accredited by the International Coaching Federation (ICF), Clay has met the academic and coaching requirements as an ICF Certified Coach. Clay is a member of the International Coaching Federation. In addition, Clay is certified with The Leadership Circle 360° instrument and the EISA Emotional Intelligence Assessment.
Clay lives in McLean, Virginia with his wife of thirty+ years. He has 2 daughters and enjoys reading, working out, yoga and golf.
SIG Leaders:
Insperity Tysons Corner Office
1650 Tysons Boulevard, Suite 600
McLean, VA 22102
Additional notes:
Cancellation policy: Event follows federal Office of Personnel Management policy and decisions. If federal government is closed, event will be canceled.
**Please register in advance to ensure sufficient seating.
