Notes from To Sell Is Human by Daniel H. Pink

My personal notes taken while reading To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink.

– We all sell- sellers and buyers have access to roughly the same info. Buyers are not as informed in and idealized what experts think, but the balance has shifted.

– anyone can master the basics of moving others.

– Attunement, buoyancy, clarity – requirements for moving people. Attunement is about locking in on with what’s being transmitted. Being I tune with others. Rubin yourself hinges on 3 principles. 1. Increase power by reducing it. A study where people were given a slight sense of power and then asked to do the E test (snap five times then write e on forehead) where more likely to write the letter e gave themselves. Thus reducing their ability to a tune to others. IOW be humble and you will be in tune. It is not about being a pushover or sacrificing more than needed 2. Use your head as much as your heart. Feeling and emotion are critical. Perspective, imagine what the other is thinking vs what they’re feeling. It will help you better negotiate deals. 3. Mimic strategically. It’s social glue, when you mimic others. Be subtle when mimicking others. You’ll be more likely to create a deal that benefits both parties. Mimic carefully and wait 10sec before doing so. Touching is mimicking seconds cousin. Percentage of closing jumps when buyers are lightly touched and quality perception goes up too. Atonement is about being human. Humility. There is no evidence to suggest extroverts are better at sales than introverts. Ambiverts perform the best. People right in the middle of extroversion and introversion. Extroverts are too aggressive and bug people to much. Introverts, not enough. Ambiverts know the balance of knowing when to listen and when to speak up. Most people are ambiverts. “Where are you from?” Is a great opener for meeting someone new. It’s open and triggers more questions. Some say where they were born and some where they work.

– stay buoyant in a sea of nos. we talk to ourselves all the time. Some is critical some is positive. But be like bob the builder. He is always on predicaments but asks ” can we fix it.” It shifts linguistic categories. Self question groups solve 50% more of puzzles. It beats declarative talk. “Can I make a good pitch?” “Can I close the deal?” You mind digs deep for the answer. Positivity is key.

– problem finding then problem solving. Good sales people find problems by asking questions and digging deep. Understanding customer workflow and their pain.

– compare and contrast. It’s summer time and I’m blind. More choose gets more visitors but fewer sales. Limited selection gets 30% sales while huge selection gets 3% sales. Compare and contrast. Focus on what their life will be like with new product. Cars = freedom to go on trips, visiting old friends and family. Experiences are easy to talk about and spread. Needs to come after positives.

– blemishes can boost perception

– emphasize your potential. Not what you have done but what you will accomplish.

– ask irrational or misdirection questions. Not binary questions. If they have faint desire to move, ask to put on scale 1-10 their desire to move or buy. Then ask why number isn’t lower. This allows them to question their motives and more likely to buy. They move to why they want to behave differently if their number is low.

– use rhymes for people to easily understand your offering. It helps you be easy to understand and easily compared to competitors. Also easier to describe to others.

– people open email based in utility and curiosity. Utility is such as work email and curiosity when they have down time and not much email. Blank email subject can be good sometimes. But being specific in subject line is best. For light email: “things I learned about marketing” for heavy email inbox: “3 tips on getting your email read first”

– 4 types of tweets: 1. Me now “I’m eating sushi!” 2. Maintenance: “good morning ” 3.complaints “my uber is late” 4. Tweets with questions rate the highest! And those that prove links and useful info. Practice practice practice

– review your inbox for good and bad email subjects

– get your pitch from a paragraph to a few sentences. To a sentence to a few words to one word

– get to one word. Anchor you company to one word. Search=Google

– answer 3 questions to prep your pitch: 1. What do you want them to know 2. What do you want them to feel 3. What do you want them to do. Strong answers to these lead to stronger pitch.

– pay attention to others pitch. Practice. Act like an artist. Practice, do, review and copy.

– salesmen are good at improv. Which means they are good at listening. Listening means attunement and not predicting response, but hearing and taking conversation based on what is said

– “No” is rare. “No I can’t invest now”. “Now” is an offer. Hook on to it. “When will you be ready?” Or “what holding you back right now?”

– say “yes and”. Don’t say “yes, but how will people who can’t afford the conference attend?” Rather say “yes, and people who can’t afford to attend we will host a fundraiser “. Five people in a group each come up with a business idea. Others comment with only “yes, and”.

– yes and no people. Yes people get to bask in new experiences, no people get to bask in their safety.

– servant selling. Serve first, sell last. Benefit others first, then sell. It’s about them not you. You need commitment that product offers more and is altruistically good so much so that the cost is minimal to the value.

Notes from Originals, by Adam Grant

Just a collection of notes I took while reading Originals, by Adam Grant

– Originals. Bad/inaccurate title? Profiled ideas aren’t original, but founders had guts. Not new ideas, but original implementations.

– It’s best when you hedge your bets- Employees who accept the default call in sick and perform lower than those who set their own defaults. Choose their browser, choose their own sales script. Ie users are 19% more likely to call in sick.

– make big balances bets. Use $5k of your own money, but keep your job.

– procrastination preserves originality. It lets first movers die and you succeed

– originals are poor judges of their ideas. To get around this they make up likes of ideas. Make more. More variation. Then choosing becomes the objective. Just like artists are the last to understand their own work. Make more. Make more. Kind of explains why SNL is not funny. Every week the comedians pump out work over and over again. Doesn’t mater if it’s good or bad. But then sometimes it’s good and their standup then becomes good and their movies become good.

– test in the wild, not a controlled environment. Controlled environments like focus groups change the setting and mindset too much. Test in the home or on live production. This way people are in their natural state and right mind set. Peers are best for testing, 2nd to in the wild. They are more open to genuine opinions. Pure artists are best judges. Once an artists become judges, they become less open to novelty.

– outsider status: working in a field or on a project that you do not have much experience with. You are more likely to ignore the “rules” because you didn’t know they existed.

– people who are interested in art are more inquisitive and open to new ideas and in fact seek them out.

– intuitions are accurate in fields in which we are experts. It beats data because you can make faster analysis based on gut from years of navigating patterns.

– Good ideas need to be new and useful. Segway was new, and a great technological advancement, but stupid. It was not practical.

– the better people perform in the past, the least likely they will perform well in a new field.

– assess peoples desire for business and brining products into the market. Are they 100% engineer? Or more 50/50? Dean Kamen was an engineer who liked technology. Segway was a technological advancement looking for a problem. Not a problem looking for a solution. Let others define the problems then respond with a solution. Never start with a solution.

– HOW people become successful is more important than IF they’ve become successful.

– the more people speak up with suggestions, the less likely they are to receive promotions or raises.

– people who speak up are perceived as argumentative and difficult to work with and self serving. People need to earn respect and status first. Then your ideas will not be dismissed.

– accentuate your weakness, especially when speaking with people who are not likely to be supportive. It’s sincere. It’s honest. It’s not about selling but sharing. It makes you trustworthy. It shows you’ve done your homework. It shows you are open about the flaws that you are self aware and not blind to flaws.

– avoid the middle. Middle level work and jobs. You are likely to get stuck and your originality will suffer.

– people who get things done stand out. If you’re advocating for your company. Others will turn to you when you get things done and offer help and advice.

– if you work somewhere that allows for mobility, a place you can leave, and that place is not producing originality, leave. Speaking up will not get you further. If it is a place that you cannot leave or is a place that does create originality, speak up and you will create more originality.

– procrastination can be a key to success. The Advantages of moving first do not outweighs the disadvantages. Procrastination, when done with thought and care, is a virtue. Most originals are rarely first. They are usually late to the party, but get to use their time to better understand the party. And are not stuck with a worldview. Procrastination is not laziness. You’re thinking more and thinking with clarity and with originality. Ie put out a lot of ideas and take your time. Studies show that procrastination improves novelties of ideas are 28% more novel.

– laziness vs waiting for the right time. Da Vinci, Apple, etc. people think Da Vinci wasted his time but his studies were key to his originality.

– when sleepy, you are more open to original ideas and are less structured with your time.

– pioneers vs settlers. timing is 40% of the success of new ideas. Not team, not money, not market. But timing. First mover does not matter. Discoveries don’t matter. Patents don’t matter.

– 47% of pioneers fail. 8% of settlers survive. Pioneers only capture 10% of market, vs 28% of settlers. think carefully before entering a new domain. Even with this knowledge, we only think of the first movers and move first. Original means different and better. Think Blue Ocean Strategy – Adjust the knobs so you are different and what the customer wants. Be original not first.

– average tech founder age is 38.

– youthful and wise. Both cycles generate original ideas. Experiment your way to originality

– relationships, coalitions, are inherently unstable. It’s up to you to ensure they remain intact.

– experiences are emphasized when experienced together with others.

– common experiences bind people more than common goals

– be moderate with your asks. Occupy Wall Street was an extreme ask. Even though lots of people agreed with it, it required camping out on Wall St. Getting engineers to make small improvements with light reason, rather than challenging what they strongly believe e.g. wireless power.

– when you scrutinize people’s ideas, when they win you over their ideas will seem more valid to them – since you will appear to be considerate and a tough judge.

– originality is a balance. Push envelope with new ideas that have hints of familiarity. But don’t tear the envelope.