To Sell Is Human: The Surprising Truth About Moving Others

optimistic explanatory style—who saw rejections as temporary rather than permanent, specific rather than universal, and external rather than personal—sold

Once positive emotions outnumbered negative emotions by 3 to 1—that is, for every three instances of feeling gratitude, interest, or contentment, they experienced only one instance of anger, guilt, or embarrassment—people generally flourished. Those below that ratio usually did not.13 But Fredrickson and Losada also found that positivity had an upp

For instance, readers assigned the highest ratings to tweets that asked questions of followers, confirming once again the power of the interrogative to engage and persuade. They prized tweets that provided information and links, especially if the material was fresh and new and offered the sort of clarity discussed in Chapter 6. And they gave high r

Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience.

Optimism, it turns out, isn’t a hollow sentiment. It’s a catalyst that can stir persistence, steady us during challenges, and stoke the confidence that we can influence our surroundings.

But now, as populations age and require more care and as economies grow more complex and demand increased learning, a new type of worker is emerging. We may be entering something closer to a “white coat/white chalk” economy,17 where Ed-Med is the dominant sector and where moving others is at the core of how we earn a living.

negative events can clarify positive ones. They equip Hall not with weak-kneed dreaminess but with tough-minded buoyancy—the proper balance between downward and upward forces.

negative events can clarify positive ones. They equip Hall not with weak-kneed dreaminess but with tough-minded buoyancy—the proper balance between downward and upward forces.

Synching our mannerisms and vocal patterns to someone else so that we both understand and can be understood is fundamental to attunement.

The salesperson isn’t dead. The salesperson is alive. Because the salesperson is us.