My Recommendation: 3/10
The subtitle of this book is "The Surprising Truth About Moving Others". It’s the continuation of "Drive - The surprising truth about what motivates us"
Part 1 The Rebirth of a Salesman
How can we change the aspect of the "pushy salesman"?
We are all in sales now. Entrepreneurship is actually a one-man
business. Since everyone sales. We sell our ideas. Our opinions.
We even sell ourselves when we go for a job since our CV, interview and
intention letter are all forms of selling.
Elasticity means combining multiple skills, similar to mastery.
Beware the seller. Salespeople need to offer experiences not
technological details. Information is available and open to everyone.
The modern customer is much more informed.
My opinion: Or so it should be, if we take into account the fact that
there is a multitude of bad information we 're actually flooded with
information. Are modern buyers much more informed or are they just
buying out of habit?
Part 2 How to Be
Attunement means providing empathy and perspective when discussing
Buoyancy - Interrogative (self-talk). Positivity ratio should be 3:1.
Clarity - From problem finder to problem solver. Actually solution
minded potential and opportunities await.
We need to curate information. Seeking, sensing and organizing all information.
The questions we should produce must improve and prioritize the lives of people. Always asking the 5 why’s (a recurring theme in most books)
Part 3 What to do
Pitch.
The one-word pitch.
Question pitch
Rhyming pitch (at the end of a conversation)
Subject line pitch: utility, curiosity and specific (consult copywriting books)
Twitter pitch: 120 chars
Pixar pitch: Once upon a time, every day…, one day…., because…. , because of that … until finally .. solution
Pecha Kucha a set of 20 slides, 20 seconds each. My Note: So you get a
7-minute speech, roughly the same format as a Toastmasters speech.
Present the pitch at the last one.
Play with numbers, 120 minutes vs 2 hours
Improvise
The author talks about mimicking other people’s moves. This seems similar to NLP mirroring rapport building.
Hear offers → learn how to listen well. Listening means keeping eye contact. 15 seconds of silence and THEN respond. "NO" is an offer too! Change ways. Listen and respond
Say "yes and" instead of saying NO or BUT (again NLP wisdom..)
Make your partner look good (Getting to yes Book) Developing a culture of generosity.
The following are some games which can be played. Most of them seem to
copy paste from the Laugh and learn 95 ways to use humor book by Doni
Tamblyn.
Chose a conversational topic. Chose sides and respond with questions
'that’s so interesting"
Yes and comparison game
It recommends certain improvisation theater books.
Serve
Make it personal & purposeful
Show you care to be available
Purpose of message and thinking of others. Upserve instead of upsell
Make signs emphatically and emotional
Think of how you can improve life and make the world a better place.
What do YOU think about this book?
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