human resources office of to sell is human: the surprising truth about moving others by dan pink...
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HumanResourcesOffice of
To Sell is Human: The Surprising Truth about
Moving Othersby Dan Pink
Dave Dorman Brandon Sullivan, Ph.D.
OHR OHR
Leadership Development Employee Engagement
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Best-selling Personal Leadership Series
• Turning to One Another: Simple Conversations to Restore Hope to the Future by Margaret Wheatley
(Peg Lonnquist, Women’s Center)• The Five Dysfunctions of a Team: A Leadership Fable
by Patrick Lencioni
(Scott Studham, IT)• Switch: How to Change Things When Change is Hard
by Chip & Dan Heath
(Mel Mitchell, OHR)
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Pink, D. (2012). To Sell is Human: The Surprising Truth about Moving Others. New York, NY: Riverhead Books.
Session ObjectivesParticipants will:Understand context for influencing others.Identify new strategies to persuade.
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Main Pitch
In the U.S., one in nine people are in sales, but so are the other eight.
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Survey data (7,000 adult full-time workers)• 40% of time is spent trying to move
others• 70% spend some time persuading• 39% are serving clients/customers• 37% are teaching, coaching, instructing
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Selected anecdotes
• Ed-Med leading the way• Rise of one-person entrepreneurship• Chief Movement Officer• Pickle guy – “I want everyone to be
stoked to come to work”
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ABCs
Then Now
Always Attunement
Be Buoyancy
Closing Clarity
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Attunement
Perspective-taking
• Seeing from others point of view• Using Platinum rule• Watching for colliding WIIFMs
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The Ambivert Advantage
Extraversion: sociable, assertive, lively, friendly, gregarious
Assumption: More extraversion = better at selling and influencing
What the data show: Greater interest in selling and influencing More likely to pursue a career focused on selling and influencing Higher supervisor ratings of sales effectiveness
More extraversion does NOT = greater success at selling
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The Ambivert Advantage
1 2 3 4 5 6 7$8,000
$10,000
$12,000
$14,000
$16,000
$18,000
Sales Revenue
Extraversion
Sales performance was best between 4.0 – 4.5
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The Ambivert Advantage
Discussion:
1. Why do you think people assume extraversion is good and introversion is bad?
2. What has your experience been?
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BuoyancyStaying afloat in ocean of rejection
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Bob the Builder
Selling and persuading are accompanied by self-talk
• “I’ve never been good at this.”• “I always get nervous and screw it up.”
Conventional wisdom is that you should tell yourself how great you are – do more positive self-talk
• “I’m a great communicator, so this will be easy.”• “I will be the greatest salesperson the world has
ever known!”
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Bob the Builder
The best approach is to ask yourself questions• “Will I be able to do this?”• “Can I do this?”
Why?
1. Your answers will contain strategies for success
• Leads to the question: “How will I do this?”
2. This type of thinking promotes intrinsic motivation
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Bob the Builder
Discussion:
1. When you have to persuade someone, what self-talk to you experience?
2. How might you change this into more productive questions?
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Clarity
Then Now
Problem-solving Problem-identification
Accessing info Curating info
Answering ?s Asking ?s
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Problem-identification
Discussion:
Share a problem you have identified in your workplace that has yet to be solved.
What will help you or hinder you from sharing it?
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Most important Question
Compared to what?
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Now what?
Pitch
Improvise
Serve
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The Pitch
Purpose of a pitch: Offer something so compelling, that it begins a conversation and brings the other person in as a participant.
Three key questions:
What do you want them to know?
What do you want them to feel?
What do you want them to do?
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The Pitch
For example:
The one-word pitch• “Search”• “Priceless”
The question pitch• “Are you better off now than you were 4 years ago?”
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Questions?
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Start, Stop, Continue
Based on today’s session, what is one thing you want to start, stop, or continue doing?
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Action planning wrap-up
Pulling It Together and Creating an Action Plan
Lea Bittner-Eddy,
Organizational Effectiveness, OHR
June 7