{"id":41433,"date":"2021-07-19T06:31:59","date_gmt":"2021-07-19T10:31:59","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=41433"},"modified":"2026-01-22T14:59:25","modified_gmt":"2026-01-22T18:59:25","slug":"modern-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/modern-sales\/","title":{"rendered":"Modern Sales: The Actionables for Success"},"content":{"rendered":"\n

What are the three core components of modern sales? Why should you upserve rather than upsell?<\/p>\n\n\n\n

According to Daniel Pink in To Sell Is Human<\/em>, the three components of modern sales are the pitch, the ability to improvise, and serving others<\/a>. In addition, Pink says that you must always be in the mindset of \u201cWhat can I do for others?” rather than \u201cWhat can others do for me?\u201d.<\/p>\n\n\n\n

Continue on for Daniel Pink’s modern sales tips.<\/p>\n\n\n\n\n\n\n\n

Modern Sales Actionables<\/strong><\/h2>\n\n\n\n

We can put the modern sales ABCs of sales<\/a> into action by using 3 core components. <\/p>\n\n\n\n

Component #1: Pitch <\/strong><\/h3>\n\n\n\n

To pitch is to move others with your ideas. It\u2019s inspired by the original \u201cpitch,\u201d known as The Elevator Pitch. Now outdated, there are six evolved alternatives to the elevator pitch. Each pitch uses at least one of the components of the modern ABCs.<\/p>\n\n\n\n

Pitch #1: The One-Word Pitch<\/h4>\n\n\n\n

Simplify each of your ideas down to one word. This boosts clarity and improves discipline.<\/p>\n\n\n\n

For example, one of the one-word pitches Barack Obama\u2019s campaign ran on was \u201chope.\u201d<\/p>\n\n\n\n

Pitch #2: The Question Pitch<\/h4>\n\n\n\n

Consider your idea, and formulate that idea into a question that functions as a statement. Questions invite connection, contemplation, and collaboration, which creates movement.<\/p>\n\n\n\n

For example, if the idea you\u2019re selling is, \u201cYou need a new car,\u201d your question might be, \u201cIs your car running the same as it did when you first bought it?\u201d <\/p>\n\n\n\n

Pitch #3: The Rhyming Pitch<\/h4>\n\n\n\n

Determine the key part of your idea, and turn that into a rhyme (question or statement). Research indicates that rhymes encourage reasoning, which improves clarity.<\/p>\n\n\n\n

For example, \u201cAn apple a day keeps the doctor away.\u201d <\/p>\n\n\n\n

Pitch #4: The Subject-Line Pitch<\/h4>\n\n\n\n

When emailing a pitch, use the subject line to create one that is practical, specific, and invites interest.<\/p>\n\n\n\n

For example, \u201c3 Reasons Why You Are Never Satisfied.\u201d<\/p>\n\n\n\n

Pitch #5: The Twitter Pitch<\/h4>\n\n\n\n

Practice using the character count on Twitter posts to create an actionable, engaging Twitter pitch. This can be a great question, something self-promotional, or informative.<\/p>\n\n\n\n

For example: \u201cSick of your old car? Ready to make your dreams come true with a new one? Click this link for a fantastic deal: ________\u201d<\/p>\n\n\n\n

Pitch #6: The Pixar Pitch<\/h4>\n\n\n\n

This is the go-to pitch style in Hollywood. It\u2019s quick and persuasive, and it uses storytelling to influence collaboration, which supports attunement.<\/p>\n\n\n\n

The pitch structure is, \u201cOnce upon a time\u2026..one day\u2026..because of that\u2026..because of that\u2026.until finally.\u201d<\/p>\n\n\n\n

For example, \u201cOnce upon a time there was a girl whose lifelong dream was to drive to every state in America and visit its capital. Unfortunately she had no car. Because of that, she went to the best car dealership in her small town. Because of that, she met a kind salesman who tirelessly worked to find her the perfect car for her cross-country adventure, until finally, she owned her very first car and there was nothing standing in the way of her achieving her dream.\u201d<\/p>\n\n\n\n

Component #2: Improvise <\/strong><\/h3>\n\n\n\n

Improvisation is a critical part of successful sales. It is especially useful when everything you\u2019ve carefully planned fails to move people as intended. The core benefit from a sales perspective is that it allows you to develop openness and flexibility. These qualities support attunement (the A in the modern ABCs).<\/p>\n\n\n\n

There are three rules for successful improvisation.<\/p>\n\n\n\n

Rule #1: Listen<\/h4>\n\n\n\n

Often, we are not truly listening to each other. We are listening passively, a transactional process, instead of actively, a transformative process. This rule encourages active listening, which improves clarity in a sales transaction.<\/p>\n\n\n\n

Three tips for active listening:<\/p>\n\n\n\n

Tip #1: Slow down<\/p>\n\n\n\n

Tip #2: Be present<\/p>\n\n\n\n

Tip #3: Listen to listen, rather than to respond.<\/p>\n\n\n\n

For example, say you\u2019re in the middle of a transaction with a buyer. She is talking about her previous experience with salespeople. If you\u2019re listening passively, you might tune out and think about how you\u2019re going to get her to make a purchase. If you\u2019re listening actively, you are present, listening closely, and allowing the information you learn to improve clarity so you can better serve her needs. <\/p>\n\n\n\n

Rule #2: Say Yes<\/h4>\n\n\n\n

Avoid using language that shuts a conversation down or deflects. Always say something along the lines of, \u201cYes, and.\u201d In a modern sales context, collaborative openness expands existing possibilities and creates new ones, boosting both attunement and clarity. <\/p>\n\n\n\n

For example, imagine you\u2019re an Apple store employee, and a customer wants to buy an iPad. They ask you if insurance comes with it. Insurance is a separate purchase, but rather than saying, \u201cNo, you have to buy it separately,\u201d you can say, \u201cYes, and it costs _____.\u201d The second phrasing keeps the flow of the transaction moving, instead of halting it with a no.<\/p>\n\n\n\n

Rule #3: Use Principled Negotiation<\/h4>\n\n\n\n

Always navigate transactions with a \u201cwin\/win\u201d intention. Rather than favoring one person, create possibilities that will benefit all involved.<\/p>\n\n\n\n

For example, let\u2019s say you\u2019re selling a service, and you\u2019re about to close the sale with an upsell. You realize that the buyer wouldn\u2019t benefit from the additional service. With a win\/win mindset, you\u2019re honest with the buyer about the value of it. The buyer walks away having only purchased the original service, but the final transaction favors both parties. <\/p>\n\n\n\n

Component #3: Serve <\/strong><\/h3>\n\n\n\n

Modern sales is about being of service to others. This means you should be selling with the intention of improving someone else\u2019s life. <\/p>\n\n\n\n

There are two underlying steps to service-oriented sales<\/a>.<\/p>\n\n\n\n

Step #1: Make It Personal<\/h4>\n\n\n\n

Often, we are too impersonal in sales environments. We\u2019d rather be \u201cprofessional.\u201d This keeps us too distanced to attune to potential buyers. Make what you\u2019re selling personal to you. This communicates that your intention is to be of service, and you\u2019re not just seeking your own gain. Personalizing improves performance and boosts the quality of the service. <\/p>\n\n\n\n

For example, say you\u2019re selling cell phones, but you\u2019re not really passionate about it, so you see potential buyers as a means to an end (profit). In contrast, if you really love selling phones, you\u2019re going to see potential buyers as people you can help. This will automatically improve your service.<\/p>\n\n\n\n

Step #2: Make It Purposeful<\/h4>\n\n\n\n

Take it one step further, and try connecting what you\u2019re selling to a broader purpose. Studies show the desire to serve is innate. You are most successful when you believe you are serving not just yourself, or the buyer, but a deeper purpose. Always be thinking about how your service can improve the world<\/a> as a whole, and do your best to frame it that way to potential buyers.<\/p>\n\n\n\n

For example, if you\u2019re a teacher, remind yourself that you are not just getting a paycheck, or improving the lives of the people you\u2019re educating, you are preparing those people to take what they learn and improve the world.<\/p>\n\n\n\n

Bonus Step: Don\u2019t Upsell, Upserve <\/h3>\n\n\n\n

When you upsell, you are generally serving your own best interest. You are in a mindset of, \u201cWhat can others do for me?\u201d When you upserve, you are supporting buyers to meet needs they didn\u2019t know they had. This is a mindset of, \u201cWhat can I do for others?\u201d<\/p>\n\n\n\n

For example, say you\u2019re selling a phone. Your buyer is elderly and needs something simple. If you upsell, you might try to sell her a high tech, expensive phone with lots of features, because it will get you a commission. If you upserve, you will support the buyer to find the most reliable, easy-to-use product, even if it means a lower commission.  <\/p>\n","protected":false},"excerpt":{"rendered":"

What are the three core components of modern sales? Why should you upserve rather than upsell? According to Daniel Pink in To Sell Is Human, the three components of modern sales are the pitch, the ability to improvise, and serving others. In addition, Pink says that you must always be in the mindset of \u201cWhat can I do for others?” rather than \u201cWhat can others do for me?\u201d. Continue on for Daniel Pink’s modern sales tips.<\/p>\n","protected":false},"author":8,"featured_media":41454,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[414],"class_list":["post-41433","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-to-sell-is-human","","tg-column-two"],"yoast_head":"\nModern Sales: The Actionables for Success - Shortform Books<\/title>\n<meta name=\"description\" content=\"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/modern-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Modern Sales: The Actionables for Success\" \/>\n<meta property=\"og:description\" content=\"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/modern-sales\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-07-19T10:31:59+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-01-22T18:59:25+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"976\" \/>\n\t<meta property=\"og:image:height\" content=\"614\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Hannah Aster\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Hannah Aster\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/\"},\"author\":{\"name\":\"Hannah Aster\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f\"},\"headline\":\"Modern Sales: The Actionables for Success\",\"datePublished\":\"2021-07-19T10:31:59+00:00\",\"dateModified\":\"2026-01-22T18:59:25+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/\"},\"wordCount\":1279,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg\",\"keywords\":[\"To Sell Is Human\"],\"articleSection\":[\"Communication\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/modern-sales\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/\",\"name\":\"Modern Sales: The Actionables for Success - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg\",\"datePublished\":\"2021-07-19T10:31:59+00:00\",\"dateModified\":\"2026-01-22T18:59:25+00:00\",\"description\":\"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.shortform.com\/blog\/modern-sales\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg\",\"width\":976,\"height\":614},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.shortform.com\/blog\/modern-sales\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.shortform.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Modern Sales: The Actionables for Success\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"name\":\"Shortform Books\",\"description\":\"The World's Best Book Summaries\",\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.shortform.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\",\"name\":\"Shortform Books\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"width\":500,\"height\":74,\"caption\":\"Shortform Books\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f\",\"name\":\"Hannah Aster\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/0302cb2690b70a21639bc6873e587f42d39d02385b7e59d8efd0d3e000ae7681?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/0302cb2690b70a21639bc6873e587f42d39d02385b7e59d8efd0d3e000ae7681?s=96&d=mm&r=g\",\"caption\":\"Hannah Aster\"},\"description\":\"Hannah is a seasoned writer and editor who started her journey with Shortform nearly five years ago. She grew up reading mostly fiction books but transitioned to non-fiction writing when she started her travel website in 2018. When she's not writing or traveling, you can find Hannah working on home reno projects, crafting, or taking care of plants.\",\"knowsAbout\":[\"Graduated summa cum laude with a bachelor's degree in English and minors in professional and creative writing\"],\"jobTitle\":\"SEO Team Lead\",\"worksFor\":\"Shortform\",\"url\":\"https:\/\/www.shortform.com\/blog\/author\/hannah\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Modern Sales: The Actionables for Success - Shortform Books","description":"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.shortform.com\/blog\/modern-sales\/","og_locale":"en_US","og_type":"article","og_title":"Modern Sales: The Actionables for Success","og_description":"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.","og_url":"https:\/\/www.shortform.com\/blog\/modern-sales\/","og_site_name":"Shortform Books","article_published_time":"2021-07-19T10:31:59+00:00","article_modified_time":"2026-01-22T18:59:25+00:00","og_image":[{"width":976,"height":614,"url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","type":"image\/jpeg"}],"author":"Hannah Aster","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Hannah Aster","Est. reading time":"6 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#article","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/"},"author":{"name":"Hannah Aster","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f"},"headline":"Modern Sales: The Actionables for Success","datePublished":"2021-07-19T10:31:59+00:00","dateModified":"2026-01-22T18:59:25+00:00","mainEntityOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/"},"wordCount":1279,"commentCount":0,"publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","keywords":["To Sell Is Human"],"articleSection":["Communication","Sales"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.shortform.com\/blog\/modern-sales\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/","url":"https:\/\/www.shortform.com\/blog\/modern-sales\/","name":"Modern Sales: The Actionables for Success - Shortform Books","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","datePublished":"2021-07-19T10:31:59+00:00","dateModified":"2026-01-22T18:59:25+00:00","description":"In the book To Sell Is Human, Daniel Pink discusses three core components of modern sales: the pitch, improvisation, and service, Learn more.","breadcrumb":{"@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.shortform.com\/blog\/modern-sales\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#primaryimage","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","width":976,"height":614},{"@type":"BreadcrumbList","@id":"https:\/\/www.shortform.com\/blog\/modern-sales\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.shortform.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Modern Sales: The Actionables for Success"}]},{"@type":"WebSite","@id":"https:\/\/www.shortform.com\/blog\/#website","url":"https:\/\/www.shortform.com\/blog\/","name":"Shortform Books","description":"The World's Best Book Summaries","publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.shortform.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.shortform.com\/blog\/#organization","name":"Shortform Books","url":"https:\/\/www.shortform.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","width":500,"height":74,"caption":"Shortform Books"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f","name":"Hannah Aster","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/0302cb2690b70a21639bc6873e587f42d39d02385b7e59d8efd0d3e000ae7681?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/0302cb2690b70a21639bc6873e587f42d39d02385b7e59d8efd0d3e000ae7681?s=96&d=mm&r=g","caption":"Hannah Aster"},"description":"Hannah is a seasoned writer and editor who started her journey with Shortform nearly five years ago. She grew up reading mostly fiction books but transitioned to non-fiction writing when she started her travel website in 2018. When she's not writing or traveling, you can find Hannah working on home reno projects, crafting, or taking care of plants.","knowsAbout":["Graduated summa cum laude with a bachelor's degree in English and minors in professional and creative writing"],"jobTitle":"SEO Team Lead","worksFor":"Shortform","url":"https:\/\/www.shortform.com\/blog\/author\/hannah\/"}]}},"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/salesman-on-phone.jpg","_links":{"self":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/41433","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/comments?post=41433"}],"version-history":[{"count":3,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/41433\/revisions"}],"predecessor-version":[{"id":147756,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/41433\/revisions\/147756"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media\/41454"}],"wp:attachment":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media?parent=41433"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/categories?post=41433"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/tags?post=41433"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}