Reviews

Choice
Copyright American Library Association, used with permission.

"We're all in sales now," says motivational guru Pink, author of the best sellers Drive (2009) and Whole New Mind (CH, Mar'06, 43-4133). Whether selling a shiny new car or raffle tickets for a kid's school fund-raiser, or trying to get an employer to hire them, people are all "persuading, convincing, and influencing others to give up something they've got in exchange for something we've got." Pink reports that one in nine Americans works in sales these days, and then notes that the other eight do, too. This is because "salespeople" are not just in sales anymore. They are technicians, consultants, advisers, professionals, and anyone with an idea or service to offer. To succeed in this landscape where everyone is selling to everyone else, Pink advises that it is important to know the "ABCs": attunement, buoyancy, and clarity factors. Attunement involves connecting with others and showing empathy. Buoyancy is the skill to stay afloat in a sea of rejection. Clarity calls on problem-solving and communication skills. Add in Pink's advice on the art of the pitch, improvisation techniques, and building a desire to serve, and the reader is ready to join the sales ranks. Summing Up: Recommended. Upper-division undergraduate and graduate students, faculty, practitioners, and general readers. P. G. Kishel Cypress College