To Sell Is Human: The Surprising Truth About Moving Others (32 page)

Van Boven, Leaf, 136–37

visual element of pitch, 174, 180–81

Wansink, Brian, 151

Web. See technology

What Do You Do at Work?
survey, 20–25, 30, 44–47

win-win approach, 195–98, 205–6

“Word-at-a-time” exercise, 202–3

Yates, John, 170

“Yes and” exercise, 193–94, 202

zero-sum negotiation, 195

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A Fuller dealer was almost always a “he,” although in the 1960s, when the company launched a line of cosmetics, it recruited a group of saleswomen it called Fullerettes.

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You can find full results of the survey and details on its methodology on my website: http://www.danpink.com/study.

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I’ll return to this book, and to the ability to improvise, in Chapter 8.

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Girard and his office declined several requests for a face-to-face interview.

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One brilliant example of this view is the comic strip
Dilbert
and its recurring character “Kenny the Sales Weasel.” In one episode, he and Dilbert go off to meet the company’s biggest prospect. As they climb into the car, Kenny says, “Tell me all of our product’s technical specs on the way. I like to be prepared.” Dilbert replies, “Our product is beige. It uses electricity.” “Whoa!” cries Kenny. “Brain overload!”

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One of the few sales pros who picked up on this long ago was Fuller Brush Company founder Alfred Fuller. “Previously I had imagined the salesman as a talker who could charm a doorknob into buying brass polish,” he wrote in his memoirs. However, “The Fuller Brush Man is not often the extrovert of the cartoons. . . . More often than not, he is rather shy, masking this trait with studied confidence.”

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We’ll see a similar phenomenon at work in the “question pitch” in Chapter 7.

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”Positive emotions included amusement, awe, compassion, contentment, gratitude, hope, interest, joy, love, pride, and sexual desire. Negative emotions included anger, contempt, disgust, embarrassment, fear, guilt, sadness, and shame,” the researchers explain.

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It’s pronounced “puh-CHOCK-chuh.”

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The translation of the second sign is: “Hey, if he’s driving recklessly, will you arrive? BE AWAKE. BE STEADY. SPEAK UP!”