Daniel H. Pink is an engaging writer, who challenges and provokes. He identifies a sea change in the global workforce — the shift of an information-based corporate culture to a conceptual base, where creativity and big-picture design dominates the landscape. He is an author of five provocative books about the changing world of work — including the long-running New York Times bestsellers, A Whole New Mind and Drive. His books have been translated into 34 languages and have sold more than 2 million copies worldwide.
“To Sell is Human: The Surprising Truth About Moving Others”. In the book, Pink offers a fresh look at the art and science of sales using a mix of social science, survey research and stories. The book shows that white-collar workers now spend an enormous portion of their time persuading, influencing, and moving othersThis is a #1 New York Times business bestseller, a #1 Wall Street Journal Business bestseller, and a #1 Washington Post nonfiction bestseller.
He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising.
# Autonomy—”the desire to direct our own lives;”
# Mastery—”the urge to make progress and get better at something that matters; and”
# Purpose—”the yearning to do what we do in the service of something larger than ourselves.”
Money is really only a motivator for work that does not inspire passion or deep thought. The single best motivator is progress, and the best predictor of success is “grit.” techniques for putting these into action in a unique book that will change how we think and transform how we live.
Pink’s top three secrets of persuasion in the workplace are :
1. Problem finding is more persuasive than problem solving. Finding hidden problems now matters much more than trying to solve existing ones.
2. One of the best predictors of ultimate success in either sales or non-sales selling isn’t natural talent or even industry expertise, but how you explain your failures and rejections.
3. Questions are often more effective than statements in moving others. Or to put it more appropriately, since the research shows that when the facts are on your side, questions are more persuasive than statements, don’t you think you should be pitching more with questions?
It first explains how sales have irrevocably changed thanks to the internet: buyers are now armed with information and are no longer at the mercy of the pushy man in a shiny suit. Then Pink proposes “how to be” in this brave new sales-focused world – attuned to the “customer” and clear with your information, honest, direct and transparent.
If you’re at all interested in the science and psychology of motivation, chances are you’ve read Daniel Pink’s bestseller Drive. In it, he argues that three simple things propel us: autonomy (wanting to direct our own lives), mastery (wanting to be good at something), and purpose (wanting to make a difference).
You Tube video: https://youtu.be/J6EjBwrdHgE