To sell is Human

Question 1

How to be ?

Answer 1

1. Attunement
2. Bouyancy
3. Clarity

Question 2

What to do ?

Answer 2

1. Pitch
2. Improvise
3. Serve

Question 3

Attunement means

Answer 3

is the ability to bring one’s actions and outlook into harmony with other people and with the context you are in

require Perspective taking

Question 4

3 principles of perspective taking

Answer 4

1. Increase your power by reducing it
2. Use your head as much as the heart
3. Mimic strategically

Question 5

Buoyancy three components

Answer 5

which apply before, during and after any effort to move others

i. Before : Interrogative Self-Talk
ii. During : Positivity Ratios
iii. After : Explanatory Style

Question 6

Six successors to elevator pitch

Answer 6

i. One Word Pitch
ii. Question Pitch
iii. Rhyming Pitch
iv. Subject Line Pitch
v. Twitter Pitch
vi. Pixar Pitch

Question 7

Pixar Pitch - Six sentence pitch

Answer 7

2. One upon a time _________. Every day, _____, One Day ____. Because of that, ____. Because of that_____. Until finally _______.

Question 8

Pitch should answer three things

Answer 8

a. What do you want them to know ?
b. What do you want them to feel ?
c. What do you want them to do ?

Question 9

Three essential rules of improvisational theater

Answer 9

(1) Hear offers.
(2) Say “Yes and.”
(3) Make your partner look good.

Question 10

Alternate language of How to be ?

Answer 10

1) astute perspective-taking,
2) infectious positivity,
3) and brilliant framing

Question 11

Define - Hearing Offers ?

Answer 11

The first principle of improvisation—hearing offers—hinges on attunement, leaving our own perspective to
inhabit the perspective of another. And to master this aspect of improvisation, we must rethink our
understanding of what it is to listen and what constitutes an offer.

Question 12

Why does Improvisation - “Yes and “ work ?

Answer 12

This second principle of improvisation depends on buoyancy, in particular the quality of positivity.

Instead of swirling downward into frustration, “Yes and” spirals upward toward possibility

Question 13

What does third principle of improv—make your partner look good—calls for ?

Answer 13

It calls for, and enables, clarity, the capacity to
develop solutions that nobody previously imagined.

The idea here isn’t to win. It’s to learn. The conversation becomes more of a dance and less of a wrestling match.

Question 14

Getting to Yes / Principled Negotiation

Answer 14

which proposed that the aim of negotiating shouldn’t be to make the other side lose but, where possible, to help it win.

Question 15

Downside of Argument

Answer 15

To win an argument is to lose a sale

Question 16

Sample Exercise for Improv

Answer 16

1. Take Five
   a) Designate one day this week to be your slow day.
   b) when you have a conversation, take five seconds before responding. Every time

(pausing a few additional seconds to respond can hone your listening skills in much the same way that savoring a piece of chocolate, instead of wolfing)

2. Say “Yes and.”
   a) must begin each sentence with “Yes and,” which forces them to build on the previous idea.
   b) can’t refute what your colleagues say.c) you shouldn’t plan ahead. Just say “Yes and,” accept what the person before you offers, and use it to
   construct an even better campaign.

Those who say ‘Yes’ are rewarded by the adventures they have. Those who say ‘No’ are rewarded by the safety they attain

3. Play “Word-at-a-time”

a) The hitch: Each person can add only one word and only when it’s his turn
b) this exercise is great for helping you to think quickly and to tune your ears to offers

4. Enlist the power of questions.
   a) choose a controversial issue that has two distinct and opposed sides. Before you begin, have your partner decide her position on the issue. Then you take the opposite stance. She then makes her case, but you can reply only with questions—not with statements, counterarguments, or insults.

b) questions must also abide by three rules: (1) You cannot ask yes-no questions. (2) Your questions cannot
be veiled opinions. (3) Your partner must answer each question.

with practice, you’ll learn to use the interrogative to elevate and engage both your partner and yourself

5) Use your thumbs.

a) Group activity that you can use to make a memorable point
b) Raise your thumbs. Now get your partners thumb down
c) Lesson : too often our starting point is competition - win/lose , zero sum approach rather than win/win, positive sum approach of improvisation

Question 17

Purpose of Pitch

Answer 17

The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea

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.

Question 18

Sample - Pitch

Answer 18

1. Practise the pitches
2. Answer 3 questions
3. Collect other People’s pitches and record your own
4. Add a visual
5. Experiment with pecha-kucha
6. Pay attention to sequence and numbers
   a) Go first if you are the incumbent, last if you are the challenger
   b) Granular numbers are more credible than coarse numbers
7. Ask people to describe your invisible pitch three words

Question 19

Question Pitch

Answer 19

Use this if your arguments are strong. If they are weak, make a statement. Or better yet, find new arguments

Question 20

Subject line pitch

Answer 20

Tap principles of

• utility (under conditions of high demand on time),
• curiosity (under conditions of low demand on time) and
• specificity - be ultra specific

Email is a pitch. For it to be sent, first most imp thing is who sent it. Second - subject line

Question 21

Rhyme pitch advantages

Answer 21

Rhymes boost “processing fluency,” the ease with which our minds slice, dice, and make sense of stimuli.

Rhymes taste great and go down easily and we equate that smoothness with accuracy

In this way, rhyme can enhance reason

Question 22

Reason for effectiveness of Question pitch

Answer 22

when people summon their own reasons for believing something, they endorse the belief more strongly and
become more likely to act on it.

When I make a statement, you can receive it passively. When I ask a question, you’re compelled to respond,
either aloud if the question is direct or silently if the question is rhetorical

By making people work just a little harder, question pitches prompt people to come up with their own reasons
for agreeing (or not).

Question 23

One word pitch

Answer 23

Great for short attention span. Only way to be heard is to be break brevity to its breaking point.