The Science-Based Tactics of Persuasion with Daniel Pink

#162: Bestselling author Daniel Pink shares science-based tactics to become a better persuader, whether its to sell a product, motivate yourself, or write an email pitch. This episode also addresses the misconception of coercion as persuasion, the significance of information asymmetry, strategies for handling rejection, the surprising truth about extroverts in sales, and so much more.

Daniel Pink is the author of several provocative, NYT bestselling books about business, work, creativity, and behavior. His books have won multiple awards, been translated into 44 languages, and sold millions of copies around the world.

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Resources Mentioned

Daniel Pink: Website | LinkedIn | Twitter | Newsletter | Podcast

• Book: To Sell is Human
• The Washington Post Column: Why Not
• Masterclass: Daniel Pink Teaches Sales and Persuasion

Amanda Ripley: High Conflict

Robert B Cialdini: Influence, New and Expanded: The Psychology of Persuasion

ATH Podcast:

• Episode #40: The Power of Regret, Motivation and Good Timing with Daniel Pink
• Leave a review: Apple Podcasts | Spotify

Full Show Notes

(02:17) Persuasion vs. Coercion

(03:49) The Definition of Persuasion

(09:02) The Skills Needed to Become Better Persuaders

(13:00) What Matters Most in Persuasion: Curating Information

(14:46) Tactics to Refine Your Persuasion Skills

(18:37) Persuasive Tool: Listen More and Talk Less

(24:43) Dealing With Rejection

(27:06) Techniques to Handle Rejection: 3P’s & 10-10-10

(30:27) Tactics for Better Clarity

(32:10) The Most Important Question in Sales and Persuasion

(35:04) The Shift From Problem Solving to Problem Framing

(36:43) Looping as a Technique to Mitigate Disagreements

(41:40) How to Persuade Your Kids Using Motivational Interviewing

(44:59) The Importance of Social Proof in Persuasive Encounters

(47:48) Daniel's Favorite Decision-Making Heuristics

(48:25) Persuasion Tactics for Self-Motivation

(50:11) Online Pitching Tactics

(51:24) How to Use Utility & Curiosity for Email Pitches

(53:05) Daniel's New Column on The Washington Post

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