Transcript Evolving Human Resources:

To Sell is Human:
The Surprising Truth about
Moving Others
by Dan Pink
Dave Dorman
OHR
Leadership Development
[email protected]
Office of
HumanResources
Brandon Sullivan, Ph.D.
OHR
Employee Engagement
[email protected]
Best-selling Personal
Leadership Series
• Turning to One Another: Simple Conversations to
Restore Hope to the Future by Margaret Wheatley
(Peg Lonnquist, Women’s Center)
• The Five Dysfunctions of a Team: A Leadership Fable
by Patrick Lencioni
(Scott Studham, IT)
• Switch: How to Change Things When Change is Hard
by Chip & Dan Heath
(Mel Mitchell, OHR)
Office of
HumanResources
Pink, D. (2012). To Sell is Human: The Surprising Truth about Moving Others. New York, NY: Riverhead Books.
Session Objectives
Participants will:
Understand context for influencing others.
Identify new strategies to persuade.
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HumanResources
Main Pitch
In the U.S., one in nine people
are in sales, but so are the other
eight.
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HumanResources
Survey data
(7,000 adult full-time workers)
• 40% of time is spent trying to move
others
• 70% spend some time persuading
• 39% are serving clients/customers
• 37% are teaching, coaching, instructing
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HumanResources
Selected anecdotes
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Ed-Med leading the way
Rise of one-person entrepreneurship
Chief Movement Officer
Pickle guy – “I want everyone to be
stoked to come to work”
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ABCs
Then
Now
Always
Be
Closing
Attunement
Buoyancy
Clarity
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HumanResources
Attunement
Perspective-taking
• Seeing from others point of view
• Using Platinum rule
• Watching for colliding WIIFMs
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HumanResources
The Ambivert Advantage
Extraversion: sociable, assertive, lively, friendly, gregarious
Assumption: More extraversion = better at selling and
influencing
What the data show:
 Greater interest in selling and influencing
 More likely to pursue a career focused on selling and influencing
 Higher supervisor ratings of sales effectiveness
More extraversion does NOT = greater success at
selling
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HumanResources
The Ambivert Advantage
Sales
performance
was best
between 4.0 –
4.5
Sales Revenue
$18,000
$17,000
$16,000
$15,000
$14,000
$13,000
$12,000
$11,000
$10,000
$9,000
$8,000
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Extraversion
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The Ambivert Advantage
Discussion:
1. Why do you think people assume
extraversion is good and introversion is
bad?
1. What has your experience been?
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HumanResources
Buoyancy
Staying afloat in ocean of rejection
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HumanResources
Bob the Builder
Selling and persuading are accompanied by
self-talk
• “I’ve never been good at this.”
• “I always get nervous and screw it up.”
Conventional wisdom is that you should tell
yourself how great you are – do more positive
self-talk
• “I’m a great communicator, so this will be easy.”
• “I will be the greatest salesperson the world has
ever known!”
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HumanResources
Bob the Builder
The best approach is to ask yourself questions
• “Will I be able to do this?”
• “Can I do this?”
Why?
1. Your answers will contain strategies for
success
• Leads to the question: “How will I do this?”
2. This type of thinking promotes intrinsic
motivation
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HumanResources
Bob the Builder
Discussion:
1. When you have to persuade someone,
what self-talk to you experience?
2. How might you change this into more
productive questions?
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HumanResources
Clarity
Then
Problem-solving
Now
Problem-identification
Accessing info
Curating info
Answering ?s
Asking ?s
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HumanResources
Problem-identification
Discussion:
Share a problem you have identified in
your workplace that has yet to be solved.
What will help you or hinder you from
sharing it?
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HumanResources
Most important Question
Compared to what?
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HumanResources
Now what?
Pitch
Improvise
Serve
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HumanResources
The Pitch
Purpose of a pitch: Offer something so
compelling, that it begins a conversation and
brings the other person in as a participant.
Three key questions:
 What do you want them to know?
 What do you want them to feel?
 What do you want them to do?
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HumanResources
The Pitch
For example:
The one-word pitch
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“Search”
“Priceless”
The question pitch
•
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“Are you better off now than you were 4 years ago?”
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Questions?
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HumanResources
Start, Stop, Continue
Based on today’s session, what is one
thing you want to start, stop, or continue
doing?
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HumanResources
Action planning wrap-up
Pulling It Together and Creating an
Action Plan
Lea Bittner-Eddy,
Organizational Effectiveness, OHR
June 7
Office of
HumanResources