597: Daniel Pink - The Art of Selling, How To Persuade Others, and The Surprising Truth About What Motivates Us

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Episode #597 -- Daniel Pink

• How to give a great townhall speech:
  • Begin with the end in mind. What do you want the people in the audience to do?
  • Prepare, don't wing it. Be ready. Practice
  • Sound like you. Don't try to sound like Steve Jobs or someone else. When you're on stage or presenting at work, sound like you. Be genuine.
• Ideas for persuading others:
  • Make it easy for others to say yes
  • Social proof - Show that others are doing it (this is why companies put the logos of their customers on their website)
  • Know when to appeal to the head or the heart. Typically, it's the heart and emotion when speaking to those who work for you. And it's your head when speaking to your boss. This is nuanced though and not black and white.
• Remember, there are two types of people: Those who make their boss's life easier or harder. Be the former.
• Pitching... Miles Teller in the TV show The Offer. Instead of trying to convince the mob boss to allow him to make the movie, he offered to show him the script and collaborate with him. The best pitches invite others to be co-creators.
• The motivation framework:
  • Autonomy: The desire to direct our own lives. Giving people more control over their work or tasks can enhance motivation and performance.
  • Mastery: The urge to get better at something that matters. People are more motivated when they see progress and can develop their skills.
  • Purpose: The feeling that what we do is important and has meaning. Connecting tasks or jobs to a larger cause can be a powerful motivator.
• "If you're not confident, don't be self-deprecating."
• To Sell is Human - "We're all in sales... Convincing, cajoling, persuading."
• Make it easy for people to say yes... That's what the best salespeople do.
• Social Cues -- From Robert Cialdini - People look around for cues. That's why companies put logos of their customers on their websites. So others look and say, "Oh, they are with them, I guess we can be too."
• Know when to appeal to the head or heart. "When managing up, it's usually their head. When managing down, it's usually their heart."
• Processing fluency - Make it sticky. Memorable. Rhyme. Repetition. Repetition. Repetition.