Wane • Buoyancy One day everything changed: All of us ended up in sales – and sales changed from a world of caveat emptor to a caveat venditor. The million-dollar question is, how do we actively slip into a positive mindset before presenting our case? Pink also gives an update to the classic “Always Be Closing” sales motto, with the way society has changed today changing it to three character traits to focus on in every situation “Attunement, Buoyancy, and Clarity.” • Attunement o 3 Key Steps For Strategic Mimicry: 1. ( Log Out /  For even better results, you can reduce your power to open space to the other person to express himself more freely. ( Log Out /  Is that manipulation? They lean in, you lean in. It’s part of who we are – and therefore something we can do better by being more human. They lean in, you lean in. This would provide more accurate and valid results because, as everyone has varying levels of persuasion efficiency, the techniques mentioned might not be effective in all cases. What an individual does day to day on the job now must stretch across functional boundaries (“elasticity”). Or you could say the doctors are using every tool at their disposal to help their patients become healthier. The top performers were actually “ambiverts”—those people who are smack dab in the middle of the introversion/extroversion bell curve. Nowadays, only brutally simple ideas get through. As Galinsky described it, the mimickers not only increased the overall size of the pie, they also took a bigger piece of it.Â, Mimicking creates a subconscious sense of trust and mutual connection between the influencer and the influencee. Summary: Daniel Pink followed up his New York Times’ bestseller Drive, with another book on sales (and another NYT best-seller).The theme of To Sell is Human is perfectly summarized by the title, everyone has to sell, regardless of their professional title. People are prompted to come up with their own reasons for agreeing (or not). Now I feel balanced in my element and not bipolar. My answer is that depends on your intent. Those who move others aren’t manipulators but servants. Learn how to achieve explosive customer growth. Â. One antidote to hyper-empathy is what Pink calls “strategic mimicry,” which is subtle form of copy-catting their body language. 1. I (and Dan Pink also) share some of the exact same discomfort with traditional connotations of "sales." I say no. To unlock our persuasive potential, we have to dispel three longstanding myths. That will help you see the other side’s perspective more accurately , which, in turn, will help you move them. Menu. But I think that is a problem with the salesperson's intentions and ethical compass, rather than a problem with the method of strategic mimicry. Sales has changed more in the last ten years than it did over the previous hundred. Introverts are geared to inspect, extroverts are geared to respond. Once positive emotions outnumbered negative emotions by 3 to 1 – people generally flourished. That is, we’re moving other people to part with resources so that we both get what we want. I think I personally see sales in particular as an area where it's likely to go the other way; manipulating for the salesman's benefit rather than the customer's. Make it purposeful – We have an innate desire to serve. Pink points to Bob the Builder … and a new line of research spearheaded by Dolores Albarracin at Penn’s Annenberg School of Communication.  Bob is my sons' favorite Claymation contractor on PBS who rallies the talking tractors in his construction crew not by declaring “We can fix it!” but by asking the question: “Can we fix it?”  Albarracin calls the latter method “interrogative self-talk” because you are interrogating yourself rather than making statements. Download To Sell is Human Book Summary in pdf infographic, text and audio formats. To Sell Is Human – by Dan Pink ‘The surprising truth about persuading, convincing and influencing others’ Dan Pink has done it again. It sounds good, but empathy by itself is not strategic enough to be effective. Until finally we realized that selling isn’t some grim accomodation to a brutal marketplace culture. Discovering I fit into another category was so liberating! Wane – after you’ve mimicked a little, try to be less conscious of what you’re doing. A new study by Adam Grant, at the University of Pennsylvania has found that extraversion—long thought to be the secret weapon for successful salespeople—can be as harmful as it is helpful.  Grant studied the effectiveness of 340 telemarketers to measure the impact of extroversion. The conventional view of economic behaviour is that the two most important activities are producing and consuming. 2. Extroverts often talk too much or listen too little, which dulls their understanding of others’ perspectives. ", Instead, it will chug along asking "Can I?" 3 rules: 1. 3 keys to practice strategic mimicry – 1. Daniel H. Pink is turning out to be one of my favorite thinkers and authors. In those situations, the ability to move others hinges less on problem solving than on problem finding. 1. Ex: search = Google. To move people fully and deeply requires not looking at others as a pawn on a chessboard but as a full participant in the game. With just five minutes notice and no time at all to practice, this group of candidates more effectively struck win-win deals that were better for both parties than those who didn't receive the advice to mimick. Before corralling the kids for the bedtime battle?Â. Strategic mimicry is cognitive. Attunement hinges on 3 principles –. Use your head as much as your heart – perspective taking seems to enable the proper calibration between pushing too hard and feeling too deeply, allowing to adjust and attune ourselves in ways that leave both sides better off. The One-Word Pitch “The ultimate pitch for an era of short attention spans begins with a single word—and doesn’t go any further”. Read honest and unbiased product reviews from our users.  Â, Interestingly, we can all do this naturally without months or even hours of training. “Strategic quitting is the secret of successful organizations.” 12. 2. For instance, Google’s one word is “search.”  Pink says his one word is “Rethink.”  Mine is “decide.” What’s yours? Look out for Daniel Pink's new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business . Always act as if it’s the other person doing the favour in a transaction. Do want that message to be confrontational and/or disinterested, or do you want it to be harmonious? Pink pulls out a very interesting social science research. Just watch lovers how the mimic each other. when training salespeople who can't stop talking, I relay the biblical story of Samson slaying 1,000 Philistines with the jawbone of an ass, and then tell them that the same number of sales are lost everyday with the same exact tool. Ambiverts are the best movies because they're most skilled attuners. Change ), You are commenting using your Twitter account. Part 1: Introduction - We Are All in Sales In a recent survey, 46% of respondents said their work involved “moving people” on some level. “To Sell is human” is another powerful book from pink that illustrates the point that we are all in sales whether we realize it or not. When I ask a question, you’re compelled to respond, either aloud if the question is direct or silently if the question is rhetorical. People naturally mirror each other in close social interactions, so strategic mimicry attempts to deliberately kick-start what happens subconsciously. In one study, Adam Galinsky at Northwestern University, sent one group of job candidates a message just five minutes before they met with recruiters to negotiate their compensation package. The approach is one of several examples Daniel Pink gives in his book, To Sell is Human (Riverhead), an entertaining compilation of new and old public relations and marketing ideas that come from the worlds of psychology, sociology, statistical analysis and prominent business theory.. It lets the other person know that you are really paying attention not just to the words coming out of their mouth, but also trying to understand the other 80% of the meaning they are conveying with their nonverbal cues. 3. And there is no doubt that influence/persuasion is absolutely a double-edged sword. It makes the negotiators feel like they are literally in sync with each other. In the end it all comes down to your intent. A world of flat organizations and tumultuous business conditions – and that’s our world – punishes fixed skills and prizes elastic ones. ( Log Out /  Should be natural after a while. To be persuasive is to be human”, Daniel Pink. It moves from making statements to asking questions. When anyone utters that word, they think of you. https://www.icmi.com/resources/2018/the-conceptual-age-and-right-brain-skills Like operating the dial on a radio. 2. In my version, the Little Engine will not repeat the traditional mantra of "I think I can. To win an argument is to lose a sale. Reduce your power level. In the past, we had to be good at accessing info and answering questions. Watch friends how they mimic each other. Very important that you mimic subtly enough that they do not know what you’re doing. Highest rated tweets = when the tweets asked questions of followers. Dan Pink in this book discusses the changing landscape of Selling where buyer is now the King and all of us are sellers in one way or other. We first reviewed ‘Drive’ back in 2016, and now we’re reviewing his book about sales and ‘non-sales selling’. Versus “yes but” which leads to frustration. The technologies (internet, smartphone) that were supposed to make salespeople obsolete in fact have transformed more people into sellers – knocking down barriers to entry for small entrepreneurs. As Pink describes it, strategic mimicry is a very human response emphasis on the "humanity". The following quotes are taken from To Sell is Human: Once upon a time only some people were in sales. Clarity on how to think must be accompanied by clarity on how to act – the off ramp for people to see a clear path of action. Some people are perfectly fine with that, others not so much. That includes behaviors, gestures, sometimes even accents. The twitter pitch – must engage the recipients and encourage them to take the conversation further – by responding, clicking a link, or sharing the tweet with others. The Ambivert Advantage – ambivert = these are people who are neither overly extraverted nor wildly introverted. It’s a natural act that serves as a social glue and a sign of trust. Priceless = MasterCard. Why are so many people drawn to conspiracy theories in times of crisis? It shifts linguistic categories. Vijay Govindarajan. 3. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you. List five specific reasons why the answer to your question is yes. A professor at the Tuck School of Business at Dartmouth College, Govindarajan (commonly known as VG) is widely considered to be one of … Connect more to empathy than to power. Be yourself: An interesting research tried to correlate the level of extroversion to the performance in sales roles. In the short message, Galinsky’s team suggested that mimicking the other person's body language is usually beneficial to negotiations. I think I can. Wane. 3. Practice strategic mimicry: Without realizing it, we often do what others do; Mirror back speech patterns, facial expressions, and behaviors. What he found is that the fast-talkers and light-listeners were hardly better at sales than extremely introverted wallflowers. Hear offers – Overcoming people’s objections & changing their opinions about the sale is becoming less possible & less valuable. Observe what the other person is doing. Watch a long term married couple how they mimic each other. To Sell is Human by Daniel H. Pink. Because of that, we had to learn some new skills – to pitch, to improvise, and to serve. Increase your power by reducing it – power leads individuals to anchor too heavily on their own vantage point, insufficiently adjusting to others’ perspectives. Don’t try to increase what they can do for you. That is “one-word equity”. To improve another’s life and, in turn, improving the world. The question pitch – when I make a statement, you can receive it passively. “Because they naturally engage in a flexible pattern of talking and listening,” Grant explains, ambiverts come across as “more conversational and authentic.” They express appropriate levels of excitement without being in-your-face pushy or in-your-space creepy. One antidote to hyper-empathy is what Pink calls “strategic mimicry,” which is subtle form of copy-catting their body language. Or preview the book summary via our blog. Clearly there's ethics involved and it can't be cut and dried. Wane – after you’ve mimicked a little, try to be less conscious of what you’re doing. You can even imagine that the other person you’re dealing with is your grandmother. Daniel Pink continues to share four key research based takeaways on how we can use these qualities and persuade others. Get the help you need from a therapist near you–a FREE service from Psychology Today. 2. See more details below. Pink offers a … And if we listen in this way during our efforts to move others, we quickly realize that what seem outwardly like objections are often offers in disguise. I recently read the book To Sell is Human by Daniel Pink.It was an awesome book chock full of things I wanted to remember. SO, Maybe the author of this article should ask "What steps could I put into place to ensure I improve my research and don't mislead my readers in the future". Someone else recently posted about therapists "manipulating" the patients to help them get better results, and whether there is an ethical difference between manipulating them to help achieve their own goals, and manipulating them to achieve the goals of the manipulator, and I'd agree there is an ethical difference. The Question Pitch “By making people work just a little harder, question pitches prompt people to come up with their own reasons for agreeing (or not). 3. I think I can! We instinctively copy other people, sometimes without realizing it. Ex – giving your cell phone to the customer in case anything comes up (puts a face to the service). One of the first questions I often am asked, is this manipulation? Jesus & the Jewish roots of the Eucharist – Dr. Brant Pitre, Common questions on salvation with Catholic answers, Summary of Interior Castle by St. Teresa of Avila, Summary of The Dark Night of the Soul by St. John of the Cross, Summary of Vatican II's Decree on the Missionary Activity of the Church "Ad Gentes", Summary of The Purpose of Christmas by Rick Warren. I agree there *can* be ethics involved; depends on who is playing the cards. "Can I?" How Narcissists Keep Their Mates From Leaving or Cheating, Psychology Today © 2020 Sussex Publishers, LLC, A New Neurosurgical Procedure May Help Treat PTSD, Confessions of a Self-Hating Motivational Speaker, 5 Myths About Introverts and Extraverts at Work, The Majority of People Are Not Introverts or Extroverts, Mimicry and Attraction in Romantic Relationships. Thanks for your thoughts. Find helpful customer reviews and review ratings for To Sell Is Human: The Surprising Truth About Moving Others at Amazon.com. Is Relationship Boredom Inevitable During COVID? So are you manipulating someone if you mirror or mimic their body language etc.? 2. Dan Pink’s six successors to the elevator pitch: 1. 3. 1300 714 146 ... the advantage of being ambiverted and use of strategic mimicry. I should have more explicitly mentioned the potential for unscrupulous manipulation. The email pitch – needs to have either utility or curiosity, and always specificity. Every day, they sold stuff, we did stuff, and everyone was happy. Myth #3: “Tony Robbins Beats Bob the Builder”, In general, Chipper Charlie is more persuasive than Debbie Downer. Try "strategic mimicry." Introverts can be too shy to initiate and too timid to close. This is “non-sales selling” –  selling that doesn’t involve anyone making a purchase – we’re persuading, convincing, and influencing others to give up something they’ve got in exchange for what we’ve got. That might seem like it would put people off, but studies actually recommend that you, for example, touch your face once in a while if the person you're meeting with does. 2. ABC – has evolved from :Always Be Closing, to: Attunement, Buoyancy, Clarity. Ex – wait 15 seconds til you lean back in your chair too. In the April Ambassador Update Pink challenged us to think beyond the traditional carrot and stick approach of motivation to what we calls Motivation 3.0, or Type I behavior. Before: interrogative self-talk – although positive self-talk is more effective than negative self-talk, the most effective self-talk of all doesn’t merely shift emotions, it shifts linguistic categories. When we’re talking to crosser her arms; we do the same. (They lean in, you lean in.) “can I move these people?” – Answer this question and write down 5 reasons why it’s a yes. The most valuable sessions were those in which the catcher becomes so fully engaged by a pitcher that the process resembles a mutual collaboration. Here are some quotes from the book. The One-Word Pitch “The ultimate pitch for an era of short attention spans begins with a single word—and doesn’t go any further”. Wait – once you’ve observed, don’t spring immediately into action.    Â, Myth #2: “Empathy is the Secret Weapon”Â, This is a dangerous half-truth. Make your partner look good – The only way to truly influence others is to adopt a frame of mind and heart that constantly seeks mutual benefit in all human interactions. I am considering rewriting the famous children's story "The Little Engine That Could". Dan Pink’s six successors to the elevator pitch: 1. Fill in your details below or click an icon to log in: You are commenting using your WordPress.com account. With persuasion (as I teach it) your objective is to reach a mutually beneficial outcome. 3 keys Wait 3. One way to create clarity is the blemished frame – revealing weak negative info after already giving positive info ironically highlights the salience of the positive info. These answers will remind you of your strategy and provide you with more grounding than mere affirmation. Pink advises trying to assume the perspective of the person with whom you’re dealing rather than trying to impose your perspective. But today, much of what we do also seems to involve moving. To receive better and more relatable results, the experimenter could randomly choose test subjects and randomly assign them to attempt to sell and idea or a product using a long list of facts and benefits or by only focusing on one key point. Another way to attune is by applying strategic mimicry. When selling ourselves – rather than listing achievements, we should emphasize our potential. So instead of defending their respective turfs, both buyer and seller are legitimately looking for a win-win solution. This is not to say these ideas are bad. Now, we need to be good at curating info and asking questions. "Can I?". Start your encounters with the assumption that you’re in a position of lower power. Pink lays down the ABC of ‘how to be’ when selling: Attunement, Buoyancy, Clarity. 2. Watch. Observe what the other person is doing. Because of that, we had to learn the new ABCs – attunement, buoyancy, and clarity. If the other person scratches an ear or puts an elbow on the table, do the … rosie yakob. During: positivity ratios – positive emotions broaden people’s ideas about possible actions, opening our awareness to a wider range of thoughts, and makes us more receptive and more creative. Thanks again for your thoughts. The content of this field is kept private and will not be shown publicly. 2. ... By Daniel H. Pink. Watch 2. * the goal here isn’t to be false, but to be strategic by being human. Ambiverts have the balance of inspecting and responding. 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Recently read the book to Sell what you ’ ve observed, don’t spring immediately into.! Traditional mantra of `` I think I can person doing the favour in a transaction down to your is. Conventional view of economic behaviour is that the fast-talkers and light-listeners were hardly better at sales than extremely wallflowers!