Pink D. H. To Sell is human
123 rejection generator project
149 beth kantor org/content-curation-101
82 pecha-kucha.org 20 slides 20 seconds each
145 Pantalon, Michael Instant Influence
118 Barbara Fredrickson positivityratio.com/ Positivity: Top-Notch Research Reveals the 3 to 1 Ratio that will change your life
120 SEligman, Martin, Learned Optimism: How to change your mind and your life
195 Fischer, Roger Getting to Yes--influential book about negotiation
118 3 to 1
117 "Can I build it?"
132 problem ID
147-8 Irrational questions
Part One Rebirth of a Salesman
Ch 1 We're All in sales Now
Ch2 Entrepreneurship, Elasticity and Ed-Med
26 Pixar pitch short summary of point trying to make in narrative structure of pixar movie--once upon a time...
32 Atlassian Seth Godin or Pink Drive connection--everyone is a sales person
Ch 3 From Caveat Emptor to Caveat Venditor
Part Two: How to Be
Ch 4 Attunement
68 A,B,C Attunement, Buoyancy, Clarity
69 E test with dominant hand draw capital e on your forehead. If you draw it so that you can read it vs so the other person can read it--tells how we perceive a situation when we first encounter it. Do we step outside of our selves or do we only see things from our perspective?
71 increase power by reducing it 2 groups 1 group did series of exercies that increased feelings of power other did exercises to emphasize their lack of pwer. high power drew self oriented E than other E
73 Empathsizers struck many more deals than powerful group perspective takers did even better 76% made a deal that worked well for both sides
74 Taking the perspective of the opponent produced greatest gains
75 Influence waiters "having eyes" or "reading a table"allows a server to quickly figure out group dynamics--"social cartography" -- size up a situation and draw a map as to how people are related.
76 Mimic strategically--subtly mimic body language do not make it obvious so the other person notices what you are doing also don't concentrate on it to the point where you lose track of what the other person is saying
87 Where are you from? conversation starter
88 Practice strategic mimicry--Seth godin new book canary Icarus Deception--Watch, wait, mimic, wane
91 Conversation with a time traveler--talk to people and ask them to think of items that people from 300 years ago would not recognize. Split into pairs 1 person is a person from the 1700s other person is current and has to explain the item, and its use.
94 Mirror, Mirror
partners--stand face to face for 30 seconds, turn around so you are back to back
When turn back around, one person changes one thing
turn back around and see if you or partner can tell what changed
repeat 2x with same person.
95 Robert Cialdini connection to Influence--people most likely to be persuaded by people whom we like and are like us
Ch 5 Buoyancy
101 "can we fix it?" most effective self talk is asking questions--1st Interrogative elicits answers--2 nd people more likely to act when motivation comes from intrinsic rather than extrinsic
104 Positivity--people who hear positive inflected pitch were twice as likely to accept the deal as those who heard a neg
106 Neg emotions help us see trees pos help us see forests
You have to believe in the product you are selling--believing leader to deeper understanding allow you to have better match with what others need
Inserting mild profanity like "damn" into speech increases persuasiveness and increases listeners perception of speaker's intensity.
107 3 to 1 positive comments to negative
Positive emotions--amusement, awe, compassion, contentment, gratitude, hope, interest, joy, love, pride, and sexual desire.
Negative emotions--anger, contempt, disgust, embarrassment, fear, guilt, sadness, and shame
109 Martin Seligman positive psychology
117 Pose question can I do it? list 5 reasons why the answer is yes. Reasons will remind of strategies you'll need to be effective on the task. Q 2
118 Barbara Fredrickson positivityratio.com/
119 Bad events happen--Q1 Is this permanent? Q2 Is this pervasive? Q3 Is this personal?
122 Send yourself a rejection letter
129 Discovery and creation of problems sets creative person apart
Sort through vast amounts of info from multiple disciplines experiment with different approaches and be willing to switch directions in the course of a project
130 problem solving--buying a new vacuum problem
132 superintendents ranked problem finding #1 employers ranked it #8
Curating data--sorting through massive amounts of data and presenting most relevant parts to others
Asking questions--uncovering possibilities finding unexpected problems
134 Cialdini the contrast principle--we understand something better when we see it compared with something rather than in isolation--Most essential question--compared to what?
146 Q1 On a scale of 1 to 10 with 1 meaning low 10 meaning high how ready are you to...
Q2 Why didn't you pick a lower number? cialdini commitment and consistency
147 Curator--Curate media
- seek list sources of info & set aside time to scan sources 15 minutes daily
- sense create meaning from what you have put together--make annotated list of web links, blog
- share--collect, organize in meaningful way, share
149 Make Just 1 change ask better questions
150 5 Whys to find out what kind of problem someone has, ask why. In response to the answer ask a why question again and again until 5 questions are asked--forces people to really look at reasons for behavior and attitudes
152 1% it is the essence of what you are exploring--Understand the 1% and be able to explain it to others is the hallmark of strong minds " Ask yourself, 'What is the one percent?' If you can answer and explain it to others they are likely to be moved."
Part Three What to Do
Chapter 7 Pitch
158 people pitching idea made those catching idea think it was their idea--purpose of the pitch isn't to move others to adopt your idea it is to offer something so compelling that is begins a conversation
159 typical American hears or reads more than 100,000 words/day
160 one word pitch-- when anybody thinks of you they say that word Obama's 2012 campaign slogan "Forward"
161 Question pitch --questions can outperform statements in persuading others when underlying arguments are strong
164 rhyming pitch --if it doesn't fit you must acquit
165 Email subject line pitch--1. useful 2. curious
168 twitter pitch--sell in 140 characters
177 Practice pitches
183 three words that come to mind in response to What am/is ____________about?
191 Listen to others--wait to respond--offers come in all kinds of sizes--shut up and listen for them to arrive
"good improvisers seem telepathic:everything looks prearranged. This is because they accept all offers made,"
193 Instead of "yes, but" say "yes, and"
197 Controversial topic--"I'm Curious" 2 people
each person chooses a side and try to convince the other person of your point of view. The other person must respond, but only with questions. No yes/no questions. If your partner violates rule, ring a bell to announce violation to the class
216 purposeful We assume human beings motivated by self interest--research shows people do things for "self-transcending" reasons. We should be accessing others innate desire to serve. ---example poor people voting republican
218 5 minutes of reading stories of people inspired-- doubled production--