To Sell Is Human

questions—not with statements, counterarguments, or insults. These questions must also abide by three rules: (1) You cannot ask yes-no questions. (2) Your questions cannot be veiled opinions. (3) Your partner must answer each question. This is tougher than it sounds. But with practice, you’ll learn to use the interrogative to elevate and engage bot

But the following five frames can be useful in providing clarity to those you hope to move.

Next time you’re getting ready to persuade others, reconsider how you prepare. Instead of pumping yourself up with declarations and affirmations, take a page from Bob the Builder and pose a question instead. Ask yourself: “Can I move these people?”

minds and limber

The conventional view of economic behavior is that the two most important activities are producing and consuming. But today, much of what we do also seems to involve moving. That is, we’re moving other people to part with resources—whether something tangible like cash or intangible like effort or attention—so

Find the one percent.

capacity to develop solutions that nobody previously imagined.

3. Ryan Kim, “By 2020, Independent Workers Will Be a Majority,” GigaOm,

to part with resources—not to deprive that person, but to leave him better off in the end.

This is why curation is so important, especially in a world saturated with options and alternatives.