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3.68 AVERAGE
3.68 AVERAGE
informative
lighthearted
fast-paced
The book had good reminders like the importance of listening and believing in your product.
The point about the customer having more information than the sales person was as revolutionary as I suspect Daniel saw it as.
I copied my notes from the book below
Clarity is being able to see the problem clearly. It helps to take a break or a jolt from your routine to be able to see clearly instead of sitting in the same rut.
To motivate someone, engage the by asking questions. For example
On a scale of 1 to 10, with 1 meaning ’not the least bit ready’ and 10 meaning totally ready, how ready are you to …?
Why didn’t you pick a lower number?
Now you are looking at the positive instead of only the negative in the situation.
You need to curate information to be an expert on a topic the suggest three steps are
1 seek, this finding the best sources of information and spending 15 minutes twice a day looking over them.
2. sense, create meaning from this information like a blog
3. share your information with others on Linkedin twitter etc
When in an interview situation you need to ask the best possible questions.
To to do this
1. Brain storm possible questions
2. Count how many closed or open questions you have and the think about the pros of each question type to a given situation
3. choose your 3 best questions and refine.
Ask why 5 times to dig deeper to reasons given
when explaining find the 1% that is the essence and use that to guide the rest of your explanation
Pitching
A paper studying Hollywood pitching
try to make an offer that begins a conversation, make the catcher a part of the idea
Producers would judge a person quickly and liked with, passion, quirkiness. Turned off by slickness and visibly trying too hard
Alternatives to an elevator pitching
- one word that captures your product. Ie search and priceless
- forming your statement as a question encourages deeper thought and makes the user listener create their own justifications
do you just companies to prioritizes your security
what have you done to help your employees create better passwords
- pitch in 140 characters
- Pixar story pitch structure
once upon a time…
every day …
one day ..
because of that
because of that …
until finally
Presenting,
go first if incumbent last when challenger
give specific numbers instead of rounding,. They seem more correct
Get feedback to see what people are hearing versus what you are trying to say
What is my company about
What is my service bout
what am i about
Part 3 what to do
There are similarities between selling and acting, but require guts, accepting rejection and performing for strangers.
Attunement, is leaving your perspective for someone elses.
Listen to hear all offers, not just responses to your offers
add a human image to make it more personal and just another system, or another product.
When encouraging a new behavior, don’t make it about benefits to the individual but about the benefits to the those the individual cares about. Example study was that washing your hands reminders was more effective with text, ”protect patients” instead of protect yourself.
The SALIENCE of PURPOSE
the concept of servant leader came fro 1970s Robert Greenleaf
do no harm
to any problem listen first
accept and empathize
to be effective believe in your product and how it will make your customers live and the word a better place.
Don’t upsell, upserve. What more can you do for your client?
Microchip Technology switched to 90-10 (bonus on company growth) percent salary and saw improvements in their sales when switching from commissions.
See any exchange as the other one is doing you a favor.
The point about the customer having more information than the sales person was as revolutionary as I suspect Daniel saw it as.
I copied my notes from the book below
Clarity is being able to see the problem clearly. It helps to take a break or a jolt from your routine to be able to see clearly instead of sitting in the same rut.
To motivate someone, engage the by asking questions. For example
On a scale of 1 to 10, with 1 meaning ’not the least bit ready’ and 10 meaning totally ready, how ready are you to …?
Why didn’t you pick a lower number?
Now you are looking at the positive instead of only the negative in the situation.
You need to curate information to be an expert on a topic the suggest three steps are
1 seek, this finding the best sources of information and spending 15 minutes twice a day looking over them.
2. sense, create meaning from this information like a blog
3. share your information with others on Linkedin twitter etc
When in an interview situation you need to ask the best possible questions.
To to do this
1. Brain storm possible questions
2. Count how many closed or open questions you have and the think about the pros of each question type to a given situation
3. choose your 3 best questions and refine.
Ask why 5 times to dig deeper to reasons given
when explaining find the 1% that is the essence and use that to guide the rest of your explanation
Pitching
A paper studying Hollywood pitching
try to make an offer that begins a conversation, make the catcher a part of the idea
Producers would judge a person quickly and liked with, passion, quirkiness. Turned off by slickness and visibly trying too hard
Alternatives to an elevator pitching
- one word that captures your product. Ie search and priceless
- forming your statement as a question encourages deeper thought and makes the user listener create their own justifications
do you just companies to prioritizes your security
what have you done to help your employees create better passwords
- pitch in 140 characters
- Pixar story pitch structure
once upon a time…
every day …
one day ..
because of that
because of that …
until finally
Presenting,
go first if incumbent last when challenger
give specific numbers instead of rounding,. They seem more correct
Get feedback to see what people are hearing versus what you are trying to say
What is my company about
What is my service bout
what am i about
Part 3 what to do
There are similarities between selling and acting, but require guts, accepting rejection and performing for strangers.
Attunement, is leaving your perspective for someone elses.
Listen to hear all offers, not just responses to your offers
add a human image to make it more personal and just another system, or another product.
When encouraging a new behavior, don’t make it about benefits to the individual but about the benefits to the those the individual cares about. Example study was that washing your hands reminders was more effective with text, ”protect patients” instead of protect yourself.
The SALIENCE of PURPOSE
the concept of servant leader came fro 1970s Robert Greenleaf
do no harm
to any problem listen first
accept and empathize
to be effective believe in your product and how it will make your customers live and the word a better place.
Don’t upsell, upserve. What more can you do for your client?
Microchip Technology switched to 90-10 (bonus on company growth) percent salary and saw improvements in their sales when switching from commissions.
See any exchange as the other one is doing you a favor.
4.5 stars. Found the explanation of the old way of selling and how we got to the new way a little lengthy and boring, but loved the rest! Entertaining, interesting, and informative. Took lots of notes.
So many good ideas in this book. Even if you don't like the word "sales", pick this book up!!
informative
inspiring
medium-paced
informative
inspiring
fast-paced
Years ago, Daniel Pink, got my full attention with his book, A Whole New Mind, that argues for the embracing of the creative in our workplaces, in our education system and in our culture. As I recall, I read that book in two days.
Then came Pink’s highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.
Daniel Pink’s writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.
When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research. His basic premise is simple: he argues that humans spend considerable energy each day trying to get others to do what we request: purchase, buy in, comply, agree to and even obey. One professional he interviewed stated it succinctly: “Almost everything I do involves persuasion.” Whether you directly sell products, participate in teamwork efforts, attempt to direct the behavior of others or run your own business, you are, in effect, selling or more specifically, moving others to do something.
Pink details the repulsion most of us experience with the typical professional sales approach (think used car salesman) and labels it “the white-collar equivalent of cleaning toilets – necessary perhaps but unpleasant and even a bit unclean.” He reviews the historical protocol for selling and determines that it is officially dead. The immediate access to information via the Internet has completely altered the balance of power in direct sales exchanges. Consumers know far more and will, in the middle of your sales presentation, look up what you just said on their smart phones. Pink’s book offers strategic advice on how to adapt to the world of the “caveat venditor.”
Overall, the book presents succinct insights and strategies for those who are in the profession of sales. My initial response to his findings was a tad snarky: the old adage of “you catch more flies with honey than vinegar” appeared to sum up the notions that if people like you, don’t feel threatened, believe that you are listening (rather than waiting to speak) and respond by acknowledging needs and desires…well, it all seems obvious, doesn’t it? But that is what Dan Pink does best: redirects our attention to what seems obvious, supports it with research-based evidence (apparently necessary because in our culture trusting our human instinct and experiences is not enough) and then completes his pitch with storytelling, offering human examples to seal the deal.
My disappointment with the book is that he tried too hard to combine the art of selling with the art of persuading. His attempt to include the areas of education and healthcare were short-changed in this 236 page book. Some of the concepts he presents could prove effective with surface-level issues in these two complex areas but the influencing of behavior change and human buy-in is worthy of far more examination. Maybe even a new book by the consummate “explainer” of cultural changes.
Then came Pink’s highly successful book, Drive: The Surprising Truth About What Motivates Us. Using some of the latest social science research, Pink made the highly complex and heavily researched concept of motivation accessible to the reader by breaking down some commonly held assumptions around motivation and then offering ideas on how to utilize the research findings in our daily lives. As a trained educator and ardent observer of human behavior, I was already aware of much of what he discussed in this book but found the information useful both professionally and personally. Both of these books were on my recommended reading lists for my students.
Daniel Pink’s writing style is engaging and highly accessible. At times, he seemingly reads the mind of the reader and offers simple metaphors and typical human activities to illustrate a particular finding or concept. He presents occasional glimpses into his personal experiences and incorporates just enough humor to make you smile as you read. His writing is informed by a clear mission and is well-organized, so a reader finishes his books with some textbook-like information written in a pseudo-self help style.
When Pink announced the publication of his latest book, To Sell is Human: The Surprising Truth About Moving Others, I was eager to see where he would take us on his latest journey through the world of social science research. His basic premise is simple: he argues that humans spend considerable energy each day trying to get others to do what we request: purchase, buy in, comply, agree to and even obey. One professional he interviewed stated it succinctly: “Almost everything I do involves persuasion.” Whether you directly sell products, participate in teamwork efforts, attempt to direct the behavior of others or run your own business, you are, in effect, selling or more specifically, moving others to do something.
Pink details the repulsion most of us experience with the typical professional sales approach (think used car salesman) and labels it “the white-collar equivalent of cleaning toilets – necessary perhaps but unpleasant and even a bit unclean.” He reviews the historical protocol for selling and determines that it is officially dead. The immediate access to information via the Internet has completely altered the balance of power in direct sales exchanges. Consumers know far more and will, in the middle of your sales presentation, look up what you just said on their smart phones. Pink’s book offers strategic advice on how to adapt to the world of the “caveat venditor.”
Overall, the book presents succinct insights and strategies for those who are in the profession of sales. My initial response to his findings was a tad snarky: the old adage of “you catch more flies with honey than vinegar” appeared to sum up the notions that if people like you, don’t feel threatened, believe that you are listening (rather than waiting to speak) and respond by acknowledging needs and desires…well, it all seems obvious, doesn’t it? But that is what Dan Pink does best: redirects our attention to what seems obvious, supports it with research-based evidence (apparently necessary because in our culture trusting our human instinct and experiences is not enough) and then completes his pitch with storytelling, offering human examples to seal the deal.
My disappointment with the book is that he tried too hard to combine the art of selling with the art of persuading. His attempt to include the areas of education and healthcare were short-changed in this 236 page book. Some of the concepts he presents could prove effective with surface-level issues in these two complex areas but the influencing of behavior change and human buy-in is worthy of far more examination. Maybe even a new book by the consummate “explainer” of cultural changes.
Much of the book read like a sales pitch, not only for Pink's ideas but for other sales motivational writers and speakers. And though he said that this kind of selling is also for educators and other non-traditional sales, he always spoke about use within corporate selling. I did stick with the book, and found the most interesting information at the end when the author spoke about improvisation and its application to selling.