Like it or not, we’re all in sales now.

The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness.

Adam Grant has discovered that the most effective salespeople are ambiverts, those who fall somewhere in the middle of the introversion-extraversion scale.

The most effective self-talk doesn’t merely shift emotions. It shifts linguistic categories. It moves from making statements to asking questions.

Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead. Don’t try to increase what they can do for you. Elevate what you can do for them.

Try actually counting the nos you get during a week. By the end of the week, you might be surprised by just how many nos the world has delivered to your doorstep. However, you might be more surprised by something else: You’re still around. Even in that weeklong ocean of rejection, you’ve still managed to stay afloat. That realization can give you the will to continue and the confidence to do even better the following week.

Several researchers have shown that people derive much greater satisfaction from purchasing experiences than they do from purchasing goods.

Framing a sale in experiential terms is more likely to lead to satisfied customers and repeat business”