Daniel Pink

Question 1

Who sells? How long?

Answer 1

Everyone sells in some way during their job. 40% of all your work is selling.

Question 2

How has a change from information asymmetry to information parity changed sales?

Answer 2

Buyers now have more info and leverage (ways to talk back-social media). People look online to places like glassdoor for jobs.

Question 3

What is attunement and how can it be used in sales?

Answer 3

Attunement: finding common ground. We can’t force people to do things, so we must fashion a solution that works for both parties.

Question 4

How do feelings of power effect your perspective taking? How can we fix this?

Answer 4

The more power you have the worse your perspective taking is.

We can fix it by:

• Reduce your feelings of power(dial)
• Increase your ability to take someone else’s perspective

Question 5

What’s the empty chair idea? Why is it powerful?

Answer 5

Suppose you have a meeting. Leave an empty chair for the most important person in the room(the customer)

Question 6

Which works better? Empathy or perspective taking? Thinkers or feelers?

Answer 6

Perspective taking was better. Thinkers did the best overall.

Question 7

What’s the best way to be a good persuader?

Answer 7

Serve Your Audience. Move your customer to a better place. Be a good person.

Question 8

What are two key ways to turn your selling into serving? Give examples.

Answer 8

Make it personal: When radiologists see the face of the persons scan they are reviewing they spend more time and care on it than when its just the scan

Make it purposeful: When the sign “Hand hygiene prevents patients from getting sick” was put up, people were much more likely to wash their hands

Question 9

What are two questions to ask yourself in order to reevaluate your persuasion scenario?

Answer 9

If the other person does what I want them to do, will they be better off?

If the other person does what I want them to do, will the world be better off?

If NO, rethink what you’re doing

Question 10

How can you find out the hidden dynamics of any meeting/situation? Why is it useful?

Answer 10

You can create a discussion map. Creating a discussion map helps you find the most important person or decision maker in the room.(who you need to influence…)