You sell every day. Here’s how to do it better.

More and more Americans spend much of their day selling — not just products, but ideas and plans. Here’s a look at how wide-ranging it is and how each of us could do it better, from Daniel Pink’s new book, “To Sell Is Human: The Surprising Truth About Moving Others.’’

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We have more salespeople than factory workers

That's not all. One in nine American workers sells products. Our sales force outnumbers the federal workforce 5 to 1. By 2020, there will be 2 million more sales jobs, the Bureau of Labor Statistics predicts.

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Even more of us sell ideas and plans

Gallup said U.S. workers spend 40 percent of their time selling — that is, ''persuading, influencing, and convincing others in ways that don't involve anyone making a purchase,'' writes Daniel Pink. "People consider this aspect of their work crucial to their professional success.'' That includes Pink, who inventoried his work hours and was surprised at much was devoted to selling.

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Young America wants to be its own boss

One study says 54 percent of Americans ages 18 to 34 have either started their own business or want to. Thirty percent of American workers work on their own. The United States has more than 21 million businesses without a single paid employee. Pink offers the following tips to those who sell ...

David Paul Morris / Bloomberg News

To succeed, get to the point ... fast!

An elevator pitch? Too long! Today's persuaders need a quick visual or aural aid. Or a “Pixar pitch'' — a super-short summary in the narrative structure of a Pixar film.

/ Pixar via AP

Offer a clear purpose

Studies show that if customers — or society — understand the benefits of what you're promoting (recycling, cleansing gel in hospitals, scholarship funds), you'll do better. Get testimonials and learn them. Even with signs, employ empathy: People respond better to reasons than blind rules.

Daniel Pink

Serve first, sell next

Each of us desires to improve the world or provide it with something it didn't know it was missing. Ask yourself before and after a sale, ''Will the buyer's life improve after the transaction?'' And, "Will the world be a better place from this transaction?'' Management guru Steven Covey called this a "win-win" transaction.

/ AP

Don't expect favors in return

Just because you gave the teacher an apple doesn't mean you should get an A. Don't be disappointed if someone doesn't respond in kind to your favors. Pink's solution: Proceed with humility and gratitude.

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Respect

Treat everyone as you'd treat your grandmother. And assume that Grandma has 80,000 Twitter followers.

Phil McCarten / Reuters

Don't upsell. Upserve.

Find new opportunities to serve. As Giuseppe Farruggio, owner of a Washington area Italian restaurant, has printed on a poster at his business: ''I need your help! If you had anything less than a great experience at Il Casale, please call my cell.'' And his number is the next thing listed.

Daniel Pink

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