The art of the pitch

By Ruth Laugesen In Business

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A big online flower firm tops the Google search. But how to be sure the flowers will be all that is promised? The power unhappy flower buyers and others have gained to share their experiences with a potentially vast audience is one reason the nature of selling is undergoing a transformation, argues best-selling author Daniel Pink in his new book, To Sell Is Human: The Surprising Truth about Persuading, Convincing and Influencing Others. The archetypal salesperson, slick and fast-talking, is becoming an endangered species in a new environment of better-informed buyers. Instead, sales success increasingly depends on being attuned to consumers and being more trustworthy. ...

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