Pink is the new black! I declare that with no reference whatsoever to disease, retailers, or fashion.
Today, I’m plugging a new and exciting read, To Sell is Human: The Surprising Truth about Moving Others, by Daniel H. Pink, author of two of my favorite books, Drive: The Surprising Truth About What Motivates Us, and A Whole New Mind: Why Right Brainers Will Rule the Future. I’m honored to be part of Dan’s launch team for this new book, due out December 31. I receive no compensation for this other than an advance copy of the book so that I can help spread the word, along with the same free goodie package offered to anyone who pre-orders the book prior to December 30. More on this in a moment…
Pink’s premise is this (from the back cover): “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 convincing someone else to make a purchase. But dig deeper and a more 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 persuading 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.”
So, why would an evaluator want to read this book? The most obvious answer is that many of you are independent consultants and are, by definition, salespeople. However, even internal evaluators must move people. Engaging stakeholders, encouraging respondents, presenting results and recommendations – all are examples of moving people. In fact, Pink defines selling as convincing others “to part with resources,” and he’s not just talking about money. Resources include people’s “time, attention, and effort.” He goes on to say, “To sell well is…not to deprive that person, but to leave him better off in the end.” Hmmm…sounds like evaluation (or what evaluation should be) to me!
Another appeal is that Pink opens by presenting his survey research, the basis for his premise that we are all in sales. He examines social science research to introduce his “new ABCs – Attunement, Buoyancy, and Clarity” – and describes “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…” Now what evaluator couldn’t use a boost in those skills?
I’m reading and enjoying this book immensely. And looking forward to my goodie package that includes, among other things, a workbook, field notes and an upcoming webinar with Dan Pink! Here’s how you can get yours. Check out danpink.com!
Sheila B Robinson 
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