The author’s research about buoyancy shows that asking yourself, “Can I do this?” and answering specifically is more effective than telling yourself, “I can do this.” Clarity is the third quality necessary to move others. Pink writes that leading with your ears instead of your mouth can move others through attunement to someone else’s point of view. I liked the information supporting Pink’s ABCs that reveal the most valuable qualities in moving others: Attunement, Buoyancy, and Clarity. Social workers spend a great majority of our time on the job to influence or persuade others. These jobs require “non-sales” selling, and we (as social workers) are in this group. Pink points out in Part 1 of To Sell Is Human that the fastest growing industries in the world are educational services and healthcare. Pink, Riverhead Books, 2012, 253 pp., $16.00 U.S., $17.00 CAN, ISBN: 978-1-59463-190-0.ĭaniel Pink combines research, interviews, and observation to ask the reader to consider that we are all selling all the time by moving people to part with resources, “whether something tangible like cash or intangible like effort or attention” (p.
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