To Sell is Human by Daniel Pink - SkillDing -Learn by Doing

Speaker 1 Welcome to the skilled in podcast learning from three things happen must One understand to remember the three deliberately practise the newly acquired knowledge This podcast covers the first part understand complete this learning for getting the second part skill ding.com understood. Speaker 2 Most of what we think we understand about selling is constructed a top of Foundation of assumptions that is is in the introduction to the best-selling sales poker century by Dan pink called to sell is human and what is covering in this book covers and that's part of the introduction of the book. What is really talk about there. Is that when it comes to sales what most people think sales is is actually not what sales is this book is broken down into three parts part one is called rebirth of a salesman and part 2 is called how to be as in how to be a salesman and Part II is what to do. So, what are you have decided to do with this particular book is break into three separate podcast cos I think there's enough in at 4 question by taking one part of the time essential. And so obviously one central part 1 rebirth of a salesman book opens with a story about a fuller brush sales Speaker 3 in ignore for brushes or Speaker 2 salesman. I didn't know either but supposedly in America it is a big deal at least it was a big deal and opens the book telling a story about a guy called Norman hall, and he is in the books written. So this was 10 years ago 8 years ago Speaker 3 and a photo of yourself Speaker 4 and was somebody who would go door-to-door selling brushes and cloths and cleaning products are and that kind Speaker 2 of thing Speaker 4 and Norman Hall was the last one and there was a point in time where a full of reception was ubiquitous across Speaker 2 America and because sales has changed so much Speaker 4 overtime and people buy things online. He's literally the last one in America as he begins his book Speaker 2 and it's an interesting approach. It takes to explain it sounds. Things Speaker 4 he talked about later on the book is information parity Speaker 2 the idea that you Speaker 4 got buy something whether it's brand new car, whether it's going to buy you or Speaker 2 something in the shop called in a weekly shopping the chances are there's information party in the example. He gives in the book on can I jump ahead now, but it was planning on starting Speaker 4 one of the things you talk to it in the bookies if you're going to go and buy a used car Speaker 2 back in the 70s and the 80s and evening the 90s you just had Speaker 4 to take the salesman's word for that. This was a good car Speaker 2 and never been in a crash. It was never been rebuilt all those Speaker 4 things. I know who knows you just take a word on these days Speaker 2 if you go to buy used car NI does the Speaker 4 registration number and you can look it up on any number or websites to find all the information about that sort of time you going to look at an Speaker 2 actual car as information party. There's there's no. Quality information the chances are the person going Speaker 4 into by the car has more information than the person Speaker 2 who's selling the car and that's it kind of Speaker 4 a key component about the Speaker 2 first part of this book the rebirth of a salesman, and he makes the Speaker 3 point that not everybody is in Speaker 2 sales, but really everybody isn't sales is that to sell a human Speaker 3 he says that if you Speaker 2 want to get somebody to Speaker 4 exchange their money for your product or service that obviously sales Speaker 2 presentation Speaker 4 or you're in a meeting in your Speaker 2 trying to move somebody from the current Speaker 4 viewpoint to your you want a new viewpoint Speaker 2 that sells if you want your kids to clean the room that sales you have to set them so to sell is human is a fantastic height of the book and it begins like I said with part 1 rebirth for salesman and chapter 1 of cold rolling sale. And begin such a with the store but not Norman hall, and saying that the last 40 bus Southam to talk about what he calls non-sales, so he himself he said he came up with the idea Speaker 4 for this book. When is procrastinating I decide to look back over Speaker 2 the last 2-weeks this particular point is like to see what was you up to tonight not Speaker 4 surprising you lot of what he was doing sending emails and networking with people on back of the think he's an authorised. That's ultimately what he does. Speaker 2 He is an awful kind of things but he says on the book that I discovered Speaker 3 that I spent a sizeable Speaker 2 portion of this time selling in a broader sense trading influencing convincing others you said I'm not special you said positions cell patients on the remedy lawyers surgeries on a verdict teachers self students on the value of paying attention in class entrepreneurs. Thunders writers sweetheart produces coaches kajol players and wherever the profession we deliver presentations to fellow employees and make pictures a new client and Speaker 3 we try to convince the boss to loosen up a few Speaker 4 dollars from the budget for human resources department and few more Speaker 2 medication because I'm talking and how all in sales all the time and you went on then he asked Speaker 3 was over 9000 people. What do Speaker 4 you do at work and Speaker 2 as it turned out over 40% some Speaker 4 said they worked in non sale selling Speaker 2 it as in persuading influencing and Speaker 4 what does another main findings that emerged from Asking 9000 people what you do Speaker 2 at work. He said the people consider this aspect of the work crucial to the profession success even in excess of the amount of time. They devote to us to he goes on to talk about how businesses kinda changed or how he can see considers it to be that people are in. Moving business and he says there's three keys to understanding this just workplace transformation as he put it won't entrepreneurship to elasticity and three admit butchers education in medicine. Essentially when he called us so in chapter 2 Speaker 4 that he started on talking Speaker 2 entrepreneurship has changed sales Speaker 4 essentially for an entrepreneur your own things that Speaker 2 boy and girl Speaker 4 to see how the founder of the HR department for Speaker 2 everything and he says that what's happening in Special America at the moment is estimated percent Speaker 4 of American workers now work Speaker 2 on their own and that by 2015 the number of non-traditional workers worldwide freelancers contractors Speaker 4 Consultants in the like will Speaker 2 reach 1.3 billion. That's a lot Speaker 4 of people work with themselves and what we now call the gig economy by people who are working on Speaker 2 contract for places. They need to get good at selling themselves, so those people are in Celsius Because I want to talk about the second part in chapter two is elasticity and he talks about a well-known company called atlassian, which if you haven't heard of enterprise Software it's it's large complex packages project management and track progress and Foster collaboration among employees are like anything interesting is the year this book is written in 2012 atlassian collected 100 million in cells without one single person on more specifically nobody the day would consider to be a salesperson to see old says with no sales people because in a weird way. Everyone is a salesperson which is kind of contra that kind Speaker 4 of appointed as whole book that we're all in Speaker 3 sales sales is about just having a magic list of words to Speaker 2 say to somebody. Speaker 3 Ahead now but later on in the Bucky talks about asking people. What's the Speaker 4 first thing I think of when you think of salespeople Speaker 2 and in the bookies, put it into a Speaker 4 word cloud. He has started off 2000 people are all around the world so all Speaker 2 different walks of life with your ticket for salesperson. Speaker 4 What's the first word Speaker 2 that comes to mind so this word cloud or Cloud essentially the biggest word in this towards the more that was the answer the biggest word. Obviously was the number one. That's the idea to visual representation of what people think of this particular thing so he gives Speaker 3 a top 25 pretty much all Speaker 4 negative word for the biggest word Speaker 3 that people think of when it comes Speaker 2 to salespeople pushy. And that's really interesting when you think Speaker 4 about people who are entrepreneurs are people who are working in companies. I don't want to consider themselves sales people because you're probably thinking along those Speaker 2 kinds of lines are probably think salespeople or the sales people going Speaker 4 to trick me into giving my money to them for something. I don't really want and can't get away from the book for a second. I have a serious Speaker 3 about a bed house sales actually works. Where have good Speaker 4 sales works compared to help people think it works Speaker 2 think about this is why I always considered as a people hate being sold to but they love buying things that the last Speaker 3 thing that you purchased that Speaker 4 you really really want it weather is bottle perfume Speaker 2 computer game Speaker 4 brand new car whatever point whenever was the last thing that you bought it. You really Speaker 2 wanted my guess is that you didn't think twice? Speaker 4 Handing over the money. I think it is a rip-off or this is Speaker 2 not worth it because you wanted us the price was just the price that's just what it's going to cost Speaker 3 and that's a really interesting Speaker 4 I suppose psychological approach to understanding sale for when it's something if you Speaker 2 really really want the price is just the price doesn't matter. Speaker 4 But if somebody is trying to sell you something and we have all spotted of people that person to ring your doorbell doesn't just sitting down with your dinner and start talking to you about your broadband providers are talking to you about electricity provider or Speaker 3 level is there poorly to self you Speaker 4 haven't gone looking for them. Dave Dave interrupted you and now you Speaker 2 know you're all of your defence is come Speaker 4 up and you ever get rid of them right unless you happen to be in the market for broadband or whatever it is, but generally with those people Speaker 2 called your door or on somebody approaches that person who approaches you in a shop and just Harvester ok. Can Speaker 3 I help you there? Just trying to sell you something and just makes you very uncomfortable again unless you're looking for help generally those people though. I trying to sell something and the Pope the Speaker 2 whole point in this book. Speaker 3 Is that that isn't what sales is it's not worth sale never Speaker 2 should have been and it's definitely Speaker 4 tell his now information party with everybody has to say. Speaker 2 Information order the same access to the same information in an organisation during sale to the first person that a potential client m is the receptionist Speaker 4 if you are a dishwasher in a restaurant that sell part of sales as well. This is no point sales should be about Speaker 2 providing Solutions now. It's it interesting. I think I'm not 100% sure in this book or in a different Speaker 3 way. He talks about a Speaker 2 mental sinnoh the chewy mints right that you buy in the shop. They're salespeople are trains to go into an Speaker 4 older mum and pop stores to call him in America that the corner Speaker 2 shop and to be a consultant to the store Speaker 4 owner they're not there, too. Speaker 2 Force metals onto the bike and that's what it that's the difference between buying buying something if you want. I'm being salty Speaker 4 you see one day than metals salesperson. You look at the entire displaying position himself as the expert and tell the shopkeeper you need to move dolls with over here buy some more Smarties Rover haircuts for over there. You'll be Speaker 3 ok for mental you've got loads better display quite well. That was the bills Trust Speaker 2 trying to do is to build rapport is to make sure that he's actually providing a solution so that the guy comes in Speaker 4 with the next time you see if he's got a coming into into the shopping to Speaker 2 store his defences are not going up he Speaker 4 welcomes son because he knows his car and I'm trying to sell some Tim and the time is right because if you do need some lentils a bit longer again. Speaker 2 Hope that makes sense but Speaker 3 will come back to check that first but it's an interesting approach to sales not these. Speaker 4 Facebook to sell is human. We're all in sales were all about providing Solutions regarding the business. It's a Speaker 2 work in any way back to atlassian. They collect Speaker 3 it up Speaker 2 100000000 the single salesperson the way they do it is true elasticity which is Speaker 4 the second part of chapter 2 on this Speaker 2 book. Speaker 3 It's that people don't necessarily specialising in particular that should Speaker 2 be able to cover lots of different areas essentially or is he describes at the new breadth of skills demanded by established companies Speaker 4 your way more valuable to accompany. I think if you can if you can do lots of different things you might be able to be a project manager or not even to be able to write code for selling cold as they say Speaker 2 but at least understands Speaker 4 be able to have an intelligent conversation more and some conversations. You're able to have a cross organization Speaker 2 the more the more violent are going to be ultimately to talk about Speaker 4 another company and even bigger company based in Speaker 2 Silicon Valley Call palantir Speaker 3 now then on sales people, but what they do have is what Speaker 4 they call forward Speaker 2 deployed engineers and genus this is this is a good one what you're doing is rather Speaker 4 than having traditional sales people on the phone or giving people believe it or not have never worked in sales sometimes they Speaker 2 Script if the person on the phone Speaker 3 says this you say this they say that you say that in your Speaker 4 literally following like a flow diagram of things to say they know how to get past all of your Speaker 2 defence is basically, what is took my hair is not those kind to people he called some forward Speaker 4 deployed engineer ZAR what a company called forward deployed Speaker 2 engineers. They Speaker 3 sent the actual Speaker 2 software engineers how to companies to figure out. How can we help you so as I'm sure you know you get onto the internet looking at a new piece of software for Speaker 4 your business or for your Or you're looking at something like Spotify and Netflix what's the first thing you do right if you if you're pretty sure you wanted to go on 100% sure get a free trial like the freemium Model what the coolest premium version generally has some bits of the name in the trying to try and temperature all the way along so sometimes at the 7-day free trial Speaker 2 sometimes. It is Speaker 4 a free trial for as long as you like but you've only got unlimited Speaker 3 access to some of the features Speaker 2 that kind of thing so this is what this company palantir. Do they Speaker 3 take care fellow a free version of the Speaker 4 software and then they send out there forward deployed engineer. These are people who help the rights offer you know the the actual content or the Speaker 2 platform backwards Speaker 3 and they're able to answer the customers question so there's Speaker 4 no sleazy sales tactics for the same as a hurry hurry hurry sale and soon as that Speaker 3 nonsense they know. Partick speaks for itself Speaker 2 if you want some help, this is how you do, Speaker 3 that's all I could actually need to pay for that feature the he can do that, but you need to pay for that feature. That's not sales. That's just that's good. How is this is you you can do this list if you wanted the next five things are going to have to pay for them. Speaker 4 So forward deployed engineers who are if you've ever met an engineer to absolutely not Speaker 2 salespeople Speaker 4 start a conversation cos I am bolt an engineer Speaker 2 and salesperson. So who knows that Speaker 3 throwing up a Ford it for Speaker 4 the most part engineer's especially coldest day like a sit in front of the computer with the Speaker 2 TDM Minecraft electronic Dance Music Speaker 3 and sling cold as they Speaker 4 say so when they're forced to go out into the big Bad World in Action Speaker 3 talk to her customers. It's the customers cos they get to speak to someone who's an actual expert in Speaker 2 the piece of software. They're trying to understand Speaker 3 that is great for the engineer because they get real real-time feedback on what Speaker 2 they've actually built. Huge hugely important Speaker 3 very Speaker 2 intelligent approach by that company palantir to to have those what they call forward deployed engineer talks about is Edmund or the Education Services and healthcare which in 2012 the book is written was Speaker 4 the largest growing job sector in the US and is jobs for all about moving people all about Dolls Speaker 3 I guess off the scales of Speaker 4 bedside manner for for the medical industry of the health Healthcare services and education as Speaker 2 well as about moving kind of Speaker 4 understanding learning styles and abilities Speaker 2 and Tailoring your teaching to which is what you looking to do so not particular Speaker 4 section of the Bucky talks about you. Tell different stories basically about Speaker 2 people who are a Speaker 4 couple in I was actually who are one of them a nursery think of what is a Speaker 2 teacher and how they have to employ essentially sales. To to move people on a long from Speaker 4 a particular viewpoint they have to a Speaker 2 more useful Speaker 3 viewpoint and I read out the book here to healthcare and education V Speaker 4 revolve around on sale Speaker 2 seller the ability to influence to persuade him to change behaviour while Speaker 4 striking a balance between the others want Speaker 2 and what you can provide them which is really interesting way of Speaker 4 considering that job second-hand sails have notes education and mental care or health Speaker 2 services and the answers Speaker 4 particular chapter by asking Speaker 2 some a few questions and Speaker 4 these four questions are produced the side if you're actually in the sales business yourself and I'll give you Speaker 2 a questions questions do in your living trying to convince others to purchase goods or services Speaker 4 for enough. That's Speaker 3 pretty much no go to question 2 question 2 us do you work yourself or run around Speaker 2 operation even on the side some people have something now. I'm seeing yourself involved in that question three then. Require elastic skills the ability to cross boundaries and functions to work outside your speciality and to do variety of things different throughout the day which is most people because one of the new cells in this chapter as well as that the Speaker 4 manufacturing jobs those labor-intensive jobs real. No talking with those jobs login Speaker 2 ornamental existence so people are moving more install plastic skills are the four question then Speaker 4 do you work an educational Speaker 2 health care Daniel and sales, so is it an interesting approach especially Speaker 4 question 3 there have nose elastic skilled of presentations if you have to get a point across in a Speaker 2 meeting that sails that's all. That's Speaker 4 that's all to me what it is. Not about being pushy to my dad. Having a magic scripts going to get people to part with your money. It's about modern. It's about moving Speaker 2 people that's not to be saying this book as well. That's it's your in the moving business essentially it is what side is Speaker 3 the third chapter and the the final bit Speaker 4 I'll finish on for this Speaker 2 particular. Is enter the Latin for your caveat emptor caveat venditor so carry out and Speaker 4 we all know that means means by Speaker 2 everywhere and caveat venditor means sell everywhere and this is what I was talking about when he has the Speaker 4 work left there now for how people can salespeople are considered to be pushy in difficult and annoying in Speaker 2 a dishonest evenings in there manipulative all those word smarmy essential important, but the main ones are pushing difficult annoying all those kinds of things so in this chapter. He talks about Speaker 4 joke a joke a guy called Joe garage. Who Speaker 2 is basically he considers himself. Speaker 4 He won the best salespeople of all time Speaker 2 in one year he sold 1425 cars in Detroit these warrant. this was like cold in the book belly to belly so one person the time so imagine that's like cars every day for the entire year quite an achievement mineral book obviously enough how to sell anything to anybody and Now he started off quite well to this is the other don't think is talking about this guy. Joe Gerard who Speaker 3 he has an interesting approach to sales, so you know Speaker 2 recommendations is it called a Gerards rule of 252 L have 250 Speaker 4 people are alive that we know well enough to invite a wedding or funeral it also tells people to go about the car from they called Speaker 2 numbers 120 150 Speaker 4 70.2 many names of places. You can hold onto in in your network ties in nicely with their tribes eyes back in the day as Speaker 2 well. Look into the cavemen tribes and all I can get off the point Gerards over 250. Is that he sell the car to to one of those two and 50 Speaker 3 people that in those little there Speaker 2 250 people and I'll tell Darren 50 people and that's a Speaker 3 bit off the rails. Then we start talking Speaker 4 have a cold calls people so he'll just looking. Speaker 2 Back in the 70s look up the phone Speaker 4 book and find a random name asked to the wrong person and Speaker 3 manipulate the conversations. Ok, will call back when your husband Speaker 4 at home like anything even though news on to the wrong person who does Randy pick a number in the first place and then try and get a call back and try and get a sale moving that Speaker 2 I like it so I guess it's Speaker 3 it's it's one way to call call Speaker 2 its pluses on minus as to whether you know just Speaker 4 pick up the phone randomly Speaker 2 trying to tell somebody out the phone as a good idea or not Speaker 4 some people will tell you call call Speaker 2 essential some people tell it's absolutely dead. I guess it depends on the industry, Speaker 3 but in the book this guy and George Speaker 4 r.r. There's no talking about this. He doesn't care Speaker 2 about the internet because he's still around the Speaker 4 Internet doesn't care about Speaker 2 the asymmetrical information is doesn't exist Speaker 4 anymore he he still thinks his way the only Speaker 2 way to sell. you get past this guy a jog Speaker 4 round any details a tale.of two Saturdays eventually wear one Saturday he goes to a used cars Speaker 2 and watches guys from a Speaker 3 company called SK Motors where this is like the old Speaker 4 school version selling cars in person comes in and they had all of the Speaker 2 price and take the car for test driving Speaker 4 articles and they Speaker 2 sell maybe I think it's three or four cars and a day and Speaker 4 The next Saturday then he talks about going to another company Speaker 2 couple of miles away CarMax Speaker 4 where Speaker 2 you know everyone's wearing t-shirt and jeans, can I have very late, but what's really interesting is that the people in the first place right the old-fashioned place there Commission was based on the Speaker 4 morning. I got the car and the more Speaker 2 commissioner got witches very standard putting the the other place on the second Saturday in CarMax there commission makes up their entire salary, but the commissions are not based on the the car the commissions are set for selling a budget car get same amount of commission for selling an expensive one and the customer knows that Speaker 4 and because of that then that removes the temptation for the sales to try and push something on to somebody they might not necessarily want Speaker 2 or need that's the first thing the second thing is that these Speaker 4 people to work and CarMax they know that the person coming to buy a car? Speaker 2 Probably educated or may not be educated about the particular Carter looking for so they sit them to the person working on one side of the customers. It's on the other side of the desk, but the key difference here to the screen isn't facing the person working there. It's to the site. So that both the Speaker 4 customer and the employee Speaker 2 can lock the screen so they'll go through Guetta and this is the fundamental difference about the rebirth of Speaker 4 a salesman that it isn't about trying to hoodwink somebody or to Speaker 2 hold due to the Gatekeeper of the information provided to Speaker 4 bed ensuring that somebody is Speaker 2 getting is comfortable. Please remember what I said a few minutes called that people love buying things but I hate being Salter Sophia if you're special in this day and age were bombarded more than ever put advertisements if you're trying to force Speaker 4 something on to somebody that smell a rat way quicker these days and they would have Speaker 2 back in the Back in the 70s and the 80s do not have much choice, but just to leave you and that's what key hear about this but this new approach to sail to the internet was given this information. Speaker 4 What is Talk reading this book to sell assuming that all in Speaker 2 sales or all in Speaker 4 sales? You just have to realise that sailed isn't about being pushy. It is about being Speaker 2 smart or sleazy. Speaker 4 It's not having a list of Magic qualitative and Speaker 2 providing Solutions it's about it's about making sure the people understand that we may have the solution for you. We may not Speaker 4 atlassian alright pal entire palantir. They have therefore deploy engineer's it isn't necessarily about Speaker 2 trying to get somebody to give you the money providing a solution Speaker 4 that through a Speaker 2 face-to-face Speaker 4 with customers. Where do you are in a Speaker 2 business meeting or delivering a presentation working for yourself? Speaker 4 Genuinely curious about what the person is looking for they've come Speaker 2 talking to you. It will take a meeting with you. You have Speaker 4 to make sure that you're aware of of what they're looking for Speaker 2 and that's where you get in active listening and Speaker 4 asking probing questions in your own Speaker 2 head thinking I might not have the solution for this person this Speaker 4 might not be able to looking for might be able to do it. Speaker 2 I might be able to save the guy who sell and a chewy mints into the corner shop is not trying to is not right to for sale on people. He's just trying to provide a solution. Hopefully he is part of the solution, but I might not be this time Speaker 1 but might be next time. Do you listen to podcasts for many reasons and listen to a podcast like this probably means that you're looking to get insights about human psychology motivation persuasion things like that little here to learn listening is not enough in fact that get you one third of the way there. You'll understand this topic. That's the first part but secondly you need to remember it the most accessible content when you need it is what we call remembering us at the moment truth and you'll need to find opportunities to deliver to practise accountant this episode as a suite of learning tools that you can use to help you do this. Just go to skilling.com and search the title of this episode. Speaker 2 If you've ever seen the film Glengarry Glen Ross remember the same Speaker 4 Alec Baldwin Speaker 2 Horizon and basically tells the the lads in Whatsapp when it comes to selling Speaker 4 some of them are struggling some of them are not doing too well and this guy Alec Baldwin's been parachuted in basically to make sure that the the Speaker 2 target to hit and Speaker 4 he might be more of Speaker 2 an alpha male really and he gives a big long speech now in the big glass bottles of stuff, but he Speaker 3 he gets a chalkboard any rights Speaker 2 ABC always be closing that is Speaker 4 his can a man for the whole time no matter what you're doing Speaker 3 every single transaction with the customer Speaker 4 always be closing. It's always trying to move towards making sure that you are getting at the sign on the line that has Dutch as he says Speaker 3 in the film The Book down pink book to sell Speaker 2 is human. He has a ABC anaconda Speaker 4 comes back to one of the things we talked about and part one where there is not Speaker 3 information asymmetry as Speaker 4 in all the information about your product or service does not live with the salesperson any more information party. Everyone pretty much as access to the same information whether it's buying a used car signing up to a piece of software as a service whatever it's going to be generally people have access to the exact same type of Speaker 2 information for his ABC in the book to sell is human is a buoyancy and clarity Speaker 3 for part 2 of this mini Speaker 2 series series of three Speaker 3 talk about the new ABC assumed Speaker 4 is essentially what would have been called report back in the day so I just kind of Speaker 2 you. No active Speaker 4 listening and make sure you're reading all the signals correctly, but there's a bit more of a new one. Speaker 2 In this book which is actually Speaker 4 quite brilliant so he talks about Speaker 3 by then is about points and really that's Speaker 4 a guess. It's about he talks an ocean Speaker 3 of negative emotional negativity Speaker 4 and an ocean of knows that everyone's going to say no to you like you have to Wade through all the people who are going to knock you back to get that. Yes, it's about having used to think about all I was working in sales long time ago, so I would think about it from an analytical point of view. I would remove emulsion from the situation and that I was doing analytical in what I was doing that make sure that Speaker 3 I was not taking offence when somebody says no, I'd be curious about why they said no. Why did I say no? The wrong time of day that I approached them wrong enough questions or just purely. Just not interested in what I was selling them Speaker 2 sometimes. You'd come to answer sometimes you wouldn't but that's all what is talking about this book here is this point is to make sure that you're not put off people saying no, there's a great guy Speaker 4 and he before they would why he would train Hill Speaker 3 sales people would be to collect as many noses you could so don't be afraid of the know Speaker 4 a lot of the time when Speaker 3 people are trying people in so you'll have to get them to say yes loads of time to Quality Speaker 4 yes ladder or whatever they want to call you don't get people up that yes, that is more to say yes the better which is all well and good but sometimes somebody is Speaker 3 just not even somebody's a prospect or leave. It was necessary means going to convert into the sale, so he talks about making sure this is the Speaker 4 darker members now like I said he talks about collecting or Speaker 3 Poses you can Speaker 4 do the worst thing that ever happened and say I think somebody says I'll think about it or you know maybe maybe give me a call back and maybe is actually worse than know that you prefer somebody to tell me Speaker 3 is this is the last calls. It's like something. I just really not interested. I'm afraid Speaker 4 tell me know and you know them to give me a maybe which is essentially just along no more people call an Irish now. I think it's what they call a long maybe but everyone Speaker 3 want to get people to say no as much as possible, but that's what this second part is about this buoyancy clarity so did the ABC Speaker 2 in Back to the Canary talks about Speaker 3 Steven clarity, so what it comes to Speaker 4 Clarity what is talking with theirs making sure that you're clear bad the solution that you're offering ensuring that it's the Speaker 2 solution to a problem Speaker 4 that potential customer has so Speaker 3 rotten like it's any good salesperson. She doesn't just talk talk Speaker 2 talk about the benefits and The benefits and all that kind of stuff you should be listening you should be should be listening morning. You're Speaker 4 talking and only interjecting when you're when you're either looking for clarity or you're talking about how Speaker 2 your solution is Speaker 4 if it's their problem that makes Speaker 3 sense in this section as well. He also talks about Speaker 4 framing thing so if you've ever studied NLP neuro-linguistic Speaker 3 programming is called the talk a lot about framing things to to refocus something for Speaker 2 somebody which will talk when we get us and the final Speaker 3 thing you talk about it is to Speaker 4 give people an off-ramp or let them to find cramp to the destination Speaker 3 and in layman's Speaker 4 terms. I guess that's what you call the call-to-action right what you actually want somebody to do what is the next Speaker 3 step for somebody to take when it comes say say you're trying to sell somebody a service product does Speaker 4 not matter what it is what Speaker 2 you don't need to give an Speaker 3 example but if you're trying to sell talk to somebody they're not. Speaker 2 100 money there and Speaker 3 then but what you need to do is to get them to take the next step Speaker 4 to show them the off-ramp to the destination and that we talked about in this book to sell as human Speaker 3 as Speaker 4 part of your job is a Speaker 3 salesperson is to give people the next step is actually Speaker 4 and course like I've said many times for this book isn't just about sale that isn't just about sale in the traditional. It's a bit more than that about moving people and not to be said what we talked about and part one is that we're all in the moving business, but if you want Speaker 3 to make sure the people arrived Speaker 4 to a meeting on time or when the meeting is actually concluded that Speaker 3 everybody knows what they're supposed to do that you can Speaker 4 motivate people and Speaker 3 persuade people to take the action of the supposed to take and one of the things Speaker 4 that you will do to allow that Speaker 3 happen to have clarity on what the next steps are Speaker 4 so anytime. I'm eating also k70. What you doing. So what are you doing? What she going to do next time you will do next Speaker 3 so you go round the table. Speaker 4 Richard everybody knows what they supposed to do I don't mean to do it like a headmaster kind Speaker 3 of way, but I mean do it in the way that's ok is everybody actually clear what the purpose of this Speaker 4 meeting was I'm not the next steps are for everybody ok. You're going for things you can build things Speaker 3 in Dublin that actually Speaker 4 in a good frame of mind them because they leave a meeting thinking ok. I know I'm supposed to do I know my next steps are Speaker 2 anyway back to Speaker 3 the beginning of the Chapter we talked about Speaker 4 achievement and like I said this is what some people might call building rapport, but there is a little bit more to it Speaker 3 than that he talks about an expert where you get this is why I Speaker 4 don't know if there's nothing we don't want a permanent marker or not, but you Speaker 3 you get a marker and you draw a capital E on your Speaker 4 own forehead and in this particular experiment of the famous experiment what you're looking for underside of 5 me and you're standing in a room together and I stay here is a marker draw the letter e on your forehead. Speaker 3 What is interesting is to see if you draw Speaker 4 the EEC in and sorted in your own Minds IUD able to read us or do you write at the other way round at will be the wrong way for you, so I can read us Speaker 3 and he says that depending on what way somebody write this letter. It's a Speaker 4 window into his or her mind and really want this will Speaker 3 tell you as well as you did what I tell Speaker 4 him some somebody's mind Speaker 3 is their perspective Speaker 4 do you attune yourself with others and I guess another wave of perhaps explaining it to use Speaker 2 empathy which actually now. I think about it does look into it as well Speaker 4 about Speaker 3 how it's Speaker 4 perspective taking orders Speaker 2 achievement. It isn't just about the practical side of things. Speaker 4 It's there's an emotional element to as well, Speaker 3 but he breaks down into three principles somebody's ability Speaker 4 to a tune themselves Speaker 3 or others he Speaker 4 says the first thing to do is to increase your Speaker 2 power by reducing it so much. You're going to read. Section from the book hair just because Speaker 4 rod me trying to explain it to a property services and Speaker 3 from the book and it's what is talking about here is my to understand how Speaker 4 the more power you have more power you believe you have the more secure your ability to use your your achievement or to understand something from somebody else's perspective imagine that you and your colleague Maria Speaker 3 go out to a fancy restaurant Speaker 4 at been recommended by Maria's friend. Can Speaker 2 the experience Speaker 3 awful the food stinks the Speaker 4 services worst the following day Maria sends can an email that says Speaker 3 only about the restaurant? It was marvellous just marvellous, how do you think will interpret the comments? Speaker 4 Would you consider the email sincere or sarcastic? Tinkerbell for a moment before reading for her in a related Speaker 3 experiment they use a Virgin the scenario to examine power and perspective-taking Speaker 4 from another angle and fell results similar to what they uncover Speaker 3 by test participants with a high power generally believed that can send the Speaker 4 email sarcastic Speaker 3 those with low power predicted. He founded Speaker 2 sincere to who correct the chances are Speaker 4 the low-power group remember 10 had no Speaker 3 idea what happened at the dinner unless Maria is chronically a sarcastic person of which there is no evident in the experiment can has no reason to suspect Speaker 2 charity on the part of his friends to conclude that the inferred Speaker 4 sarcasm in Maria's email Speaker 3 depends and privileged background knowledge Speaker 2 that can be Speaker 3 so what the researchers then basis me talking and out what the researchers concluded was that the power leads individuals to Anchor their their own Speaker 2 vantage Point and it's insufficiently Speaker 4 Taylor dart Speaker 3 insufficiently just to other people's perspective was an inverse relationship between power perspective-taking. Soap basically the conclusion from that is that the ability to Speaker 4 move people as in to persuade or to to sell something to them or to influence them Speaker 2 it depends on hours in Inverness right Speaker 3 so understanding another person's perspective Speaker 4 and getting inside their own head and seeing the world through Speaker 3 his or her eyes, so that's a really Preston way to think about how you a tune yourself or others if you think you know everything there is to know about your product or even worse you think you know everything there is to Speaker 2 know about your potential client your potential customer is an imbalance Speaker 4 of power in your own head and is less chance of you been able to see the situation from the other person's point of Speaker 3 view that say you're Speaker 2 selling insurance for example and you made a potential clients or potential customer Speaker 4 and they are mid 50s Ireland €65,000. Don't know and they are. Slightly overweight, maybe or another working and middle management there may be some criteria that makes think I've met this person a million times before so know what's happening in your head as you've gone in here to self this guy Speaker 3 that imbalance of power that that's Speaker 4 high-powered you believe you have in the situation and the high power being Speaker 3 that you know everything there is to know how to reduce your ability to a tune with a person you have to assume even know you might have met people that are meaning of people just like this you have to you Speaker 4 have to lower your understanding of the person who only Speaker 3 just met him and that allows you to go into a sales conversation Speaker 4 or a moving conversation with everyone to call us in way that will allow it to happen as in it allow people Speaker 3 allowed to see the situation the other person's point of view and it's so naturally lead to you Speaker 4 being able to ask better more leading Speaker 2 questions Speaker 3 the second principle that what you meant he says it to use your head. Speaker 4 Is Speaker 3 your heart perspective take them does a quote from the book now prospective taking is a cognitive capacity. It's Speaker 2 mostly about thinking Speaker 4 empty is an emotional response and mostly Speaker 2 the to the crucial and this Speaker 3 is where becomes slightly hazy where becomes difficult teachers that somebody well 80% of the time. You should use your Speaker 4 head and 20% of time Speaker 3 should your heart doesn't necessarily because Speaker 4 humans are messy and therefore contradictions and get us some of their opinion about something and then Speaker 3 the next day that I have the exact opposite opinion and both days. They have their Fuller convection currents. We should be Speaker 4 able to change your mind and change your opinion some things but what's really important is to Speaker 3 understand that when it comes to achievement understanding people use the perspective taking as he called in the book at the cognitive scale which also Speaker 4 empathy in there as well and have your emotions to counting up? What's my good feeling? Tell me how about this particular situation the Speaker 3 13th? Printable that he talks about is Speaker 2 mimic strategically and what Speaker 3 makes strategically means is that you are and again like I said it to begin in there. This Speaker 4 is about rapport right now if you are unfamiliar report you want to influence someone if you want to persuade somebody Speaker 3 or if you want to sell some because somebody Speaker 4 one of the best things you can do to make them like you or to make them feel iTunes to you Speaker 2 if you like, it's physically Speaker 3 copied are movements now that doesn't Speaker 4 mean it to do it and some weird comical I like every time they scratch your face you scratch your face every time you know day Speaker 3 make a dress you make the same Fiesta that just becomes all creepy, but if you Speaker 4 do it almost at a distance as well. I will call in the book holes at mimicking Speaker 3 strategically Speaker 4 I can have a very very powerful and profound effect Speaker 3 and you'll naturally find it you'll fall into that kind of what Speaker 4 kind of memory Speaker 3 in the book. You're falling out with people like you are close to Speaker 4 family member is your husband wife boyfriend Speaker 3 girlfriend best friends and have. Been in that situation where you meet up with friends and you're naturally fall into the Speaker 4 into your rhythm of speaking to each other and Speaker 2 there's no Speaker 3 there's no awkwardness a new you find Speaker 4 out your you Speaker 3 speak at the same Rachel use the same phrases your sit in the same way Speaker 4 you'll naturally mimic Speaker 3 each other's asses so we talked about in this booking Mrs Speaker 4 white in Ireland MLP as well and your linguistic programming is to build rapport Speaker 2 what to mix Duty Julie and he says in the book that human Speaker 4 beings and natural limiters. We do it like Speaker 3 I just said that three principles of of achievement, but there's one extra Speaker 4 thing that he talks about his called the Albert advantage to write a bird being being an introvert and Speaker 3 an extrovert and he says that he gives a big hole speech about the extroverts are considered to be Speaker 4 the best sales people in the world and reasoning considered the best salespeople. Going to keep the conversation alive and they crack jokes and they don't take no Speaker 3 for an antidote. They're all kind of the characteristics of somebody who is Speaker 4 an extrovert a set of 120 time problems that has absolutely no proof that extroverts at the best sales Speaker 3 people can be just as good at selling. Speaker 4 Just got a motivation. Just a good as good as any influencing or persuasion any of those things Speaker 3 so there's no set rules in place that somebody has to be an Speaker 4 extrovert to be a decent sales personnel to be an influence of somebody on Instagram is that's not what I mean by influencer. Somebody who's good at persuading. So he's good at influencing Speaker 3 so getting back to the the Speaker 4 abca4 tumours be is for Speaker 3 this particular chapter goes back to are Speaker 4 famous for bushman, Norman Hall from the very beginning of the book Speaker 3 and the author Dan pink is again meaning of them in San Francisco And at the time that he is meeting Theatre Speaker 4 full of Bushmen Norman hall Speaker 3 and Lawrence hall is on his way to drop some Speaker 4 products to some people who bought some brushes and cloth man ever film and Horizon 2 building in the people on here yet, because they're really so it's brought into the break room which is like a common break between a few different companies Speaker 3 and I'll be sitting here talking to Speaker 4 the other a woman walked in and start a coffee and Dan pink the other and northern holiday the full of your salesmen to have Speaker 3 a conversation, but the woman's is Speaker 4 has a back because she's making coffee and Speaker 3 Mr full of himself up his hand as it's like just give me a second says to the lady. Are you in the office on the way there and she said yeah, we are Norman Hall for the first man who keeps talking says that we've been calling at least Speaker 4 that I'm dropping these products Speaker 3 into for many many years and I was actually going to introduce myself to you and I'm not sure if this much interest he gives a little bit of. Kitchen obviously the woman's Chichester to make coffee she doesn't care. He doesn't yeah yeah great and you got some the fuller brush and she said yeah and she's quite of agent the other don't think is just watching watching a master at work and it's become very clear that this Speaker 4 is become a game of beat the clock Speaker 3 right. She's Speaker 4 definitely going to leave when her Speaker 2 coffee is made that she's put the coffee into the filtering at Ripon that's the whole point Speaker 4 here so and you know I don't think we need and normal horses like and I don't like don't like a press myself on Speaker 2 people. It's Speaker 3 ok. Well. Thank you and he says a character home catalogue and I do supplies for certain Speaker 4 offices or cleaning Speaker 3 items and that's why I'm here. I'm just pointing out the woman is turned around and she still you no not really bad interested and he keeps Norman Hall just keeps talking and explained. Speaker 4 What is have been customers of his for 15 years and you not to put a big order in the day before now? It's here to drop that Speaker 3 stuff off. I tell her Speaker 4 repeatedly that he's been working in the neighbourhoods for decades Speaker 3 and I think it's funny does the I don't like to press that I'm not one of those pushy salespeople and just have some products that you may or may not be in there might be useful to Speaker 2 might not he said look I just I just love a few minutes Speaker 4 your time. I don't want to waste your time Speaker 3 and now this point the coffee is done and the woman just about to leave says Well yeah. Ok will drop by on your way out and Speaker 4 he asked her name is your name and she leaves Speaker 2 and Norman Hall is Speaker 3 my favourite person in the background to Dan pink the author of the book and says that Speaker 2 is how it starts which is no clear Speaker 3 exam. What is talking in the book of this point see the mass this idea that I mean most people wouldn't start a conversation with somebody you got back from who's clearly just there to make coffee is is not a prospect has not been at talks has not asked about the products and any particular way at all. Hasn't even engaged and Norman Hall just keeps talking and talking to get breakthrough that an initial Speaker 4 Shields that we all have on somebody approaches and and and Speaker 3 tries to sell now this Norman Hall guy like this Speaker 2 at the beginning Speaker 4 of part 1 of this miniseries. He's been on it for 40 years Speaker 3 and you cannot be doing door-to-door service point you have disability just northern smile when I say no. Thanks. Not for me if you just it is if it is if she didn't say anything just gonna look I don't like the press myself. I might not be for you. I have been doing this for four decades Speaker 4 in the area, and I am you Speaker 3 know he talked about ASICS So much in there is such a rich tapestry of what is Wolf in there in that little conversation while Speaker 4 she's waiting for waiting for a coffee to be made Speaker 3 and it doesn't like looks like anything. He doesn't want to buy it right there and then you just want to get to the next stage. It's like your CV your resume for a job. You don't get the job based off your CV with my sound like yes, you do you don't receive your eyes mate. Whatever you call it but get it to the next stage forget it to the interview that was supposed to do that too. He's doing here. It is the Speaker 4 sales process and equipped turn out for this woman who's making a coffee has absolutely no interest in products. Speaker 3 Have a little slither. I like there a Glimmer of hope that he might sell her a class for $5. Just to take your time. I come back next next month and sell something for $100. That's how it works that are persuasion work is not just to do with sales would love you to do is to think about the psychology behind this think about how we move people. Put Florida case maintaining that point that ability to take the punches to the face the metaphorical punches to the face of people saying no, no thanks and one of the worst things in sales is apathy when people just don't care do not do not live it that you're talking to them barely. Even listening to you. Speaker 4 That's why I cannot read about the pointy containers been able to move beyond that I'm just kind of be comfortable with the Speaker 3 uncomfortableness if you like, so that's the first Speaker 4 thing you talk about when it comes to pointy is old Norman hall Speaker 3 and paint them because I want to talk about it. I think it's so simple but hugely Speaker 4 powerful way to talk to yourself. Speaker 3 It goes into a bit of the history Speaker 4 of motivational speakers, the guys are back in the days ago and Robin so I'm a huge fan oven and if you I can't remember the name. Mentions all the ones you would probably heard of who talked about Speaker 3 having positive affirmations I can do this. I am the greatest Speaker 4 sales person in the world and Speaker 2 the greatest Speaker 4 to whatever insert whatever makes sense for you Speaker 3 there, but then he brings it back to Speaker 4 a kids programme called Bob the Builder now. I don't know what part of the world to Speaker 3 listen to the same to you. Can we fix us? Do you know the answer to that is if you have young kids or if you were watching it yourself you know the answer to can we fix it is yes, we can but as a very powerful example Speaker 4 of the way we should talk to herself and he called Speaker 3 us interrogate of self. Talk a lot of Speaker 4 the time people will will Speaker 3 go on about positive self-talk which is very useful as well, but interrogate of self-talk is much much better and that's why uses Bob the Builder is an example. So can we fix it? Yes, we can ultimately what is the definition? Types of turkeys is the ask yourself questions say you're giving a presentation you could you could talk to yourself when Speaker 4 you're blue in the face and I am the graves presenter of the world has ever seen this present is going to absolutely brilliant which is all Speaker 3 nice to have and I kind of positive thinking it's it's useful to appoint but what he talks about this book Speaker 4 which is brilliant this interrogate of self-talk so rather than saying. I'm the graves presenter in the world if it's a presentation for example. Speaker 3 He would ask yourself a question. Can I do a great presentation which is much better way of putting it yourself a framing at Speaker 4 yourself rather than your singing the greatest presented Speaker 3 the world ask yourself. Can I do a great presentation the reason Speaker 4 22 fault and the first reason that he says that you're much better off asking me the great presentation. Speaker 3 Will you I can and you start answer that yourself I can't Speaker 4 because I'm going to talk slowly. Show my slider clear I'm going to make sure that I plant my feet and make sure I've got a glass of water with me. I'll make sure I Speaker 3 contact all those things started to swear around in your head, so by ask yourself a good question Speaker 4 you're formulating the answer in your own mind at the second reason. He says Speaker 3 is that this type of cell talking interrogate yourself or interrogate of self-talk inspired thoughts about a tournament or Speaker 4 intrinsically motivated reasons to pursue a goal Speaker 3 and he says that decorative self talk, so just to clarify things Speaker 4 to be true. They can Sometimes by Erasure on motivations Speaker 3 which is it's getting very granular, but it's actually worth pausing on for second. Can I do a great presentation as part of that like I said the first parties will ask yourself that question you begin to formulate the strategy for Speaker 4 how you make you actually do a great Speaker 3 presentation but the second this is huge huge huge Speaker 4 important is that? Great presentation Speaker 3 it's like a fires up your Speaker 4 intrinsic motivation your the motivation that comes from within your own your own soul 414 better better answer. It's not my come from within you can I do a great presentation? Yeah? I can't because Speaker 2 this means something to me Speaker 4 and your motivation start to come to the surface Speaker 3 then so interrogate yourself talk right that one down. So that's what you said to do before the event whatever it is, so you're trying to be persuasive for trying to sell some somebody if you're doing presentation you want to have a difficult conversation with interrogate of self-talk is what you do beforehand the second and he says to do Speaker 2 is during the event whatever the event is Speaker 3 he talking about positive ratios and this is usually important Speaker 4 somebody who is in. What they call Inside sales. He says if you just making phone calls from inside an office you can't make it. I will never met Speaker 3 a cold every day. He said he said. Having this positive ratio and it's about making sure that you'll find your own level with this to make sure you have enough easy calls makes them at the top. Just making you know Speaker 4 horrible call after horrible Speaker 3 cold weather like I said it's a presentation whether it's a different conversation with colleague an actual sales conversation if you if you stack up if you stack up all the hard wants to begin with all the one you're gonna have just gonna go it's got it's got affect it's going to text you when you get the Speaker 4 actual you know the easy on someone's over the line kind of thing so what we talked about this finding your own ratio Speaker 3 with positive to negative order the easy Speaker 2 ones to the Speaker 3 more difficult ones. I talked again Speaker 4 about here on holiday the full of rich Speaker 3 man and he says that he follows him round for a day and Speaker 4 he sometimes Speaker 3 he comes out of an office mumbling under his breath that have roots. Speaker 2 Kirby Speaker 3 remix Salim going into companies where he's embrace like an old friends Norman how are you coming in Speaker 4 fact anything? You know wonders handshakes and hugs and all that kind of stuff so Norman Hall naturally Speaker 3 mixes his his Speaker 4 difficult ones like a cold calling if you like with the ones that are there nice and toasty and Speaker 2 one if you like that so that's a good thing in mind Speaker 3 when you are like. I said doing a presentation if it is a presentation to have to do when you have Speaker 4 to be influencing people trying to get people to make a decision. Speaker 3 Maybe it was like a low Speaker 4 risk for what you do beforehand Speaker 3 and it could be anything at all get yourself into a positive frame of mind with the Book Speaker 4 People cannot roll their eyes hard enough when when people talk about and positivity and stuff Speaker 3 when he talks the last thing to do after this Speaker 4 still took my pointing out. He says what to do afterwards to keep yourself point Speaker 3 that have an explanatory style style is about. Nn12lh talked about how you explain situations to yourself and I don't Speaker 2 want this book or could be in there something Speaker 3 else, but it's it's to do it like top Speaker 4 golfers is what I had for some Speaker 3 time away from the book it actually fit Speaker 4 in to talk with in the book is explanatory style Speaker 3 few months and say to Speaker 4 say a football right to soccer player who never missed penalties to take £1 for them a sore keeper saves the day whatever there's someone immediate self-talk that happens in that players Speaker 3 who missed the penalty because this player generally scores for penalties when they miss they Speaker 4 just explain why can all I must you know I'm just not connected with the ball right or the keeper has watched too many my videos of me taking a penalty or Speaker 3 something. They have somewhere to explain it that still allows their Speaker 2 own vision Speaker 3 of themselves to remain intact for somebody who always misses penalty probably has. Thought process in the head of the exact opposite way to explain it themselves. They are running up to take a penalty think you Speaker 2 know what never get these fucking pendulum. Always Speaker 3 missing his penalty son and I miss that person that's probably a Speaker 4 fluke. You know I never Speaker 3 used to get them so it's all good here explain it yourself as well Speaker 2 and in the book you Speaker 4 mentioned the phrase learnt helplessness by people on oil or no. I don't know Speaker 3 actually my own children. I've got three kids of the youngest one Speaker 4 boy is 1 and a half. Speaker 3 He's learning about helplessness right when you want something that is Speaker 2 within 2 feet Speaker 3 of him and he's looking at you with all stuff around can I get it yourself that help with this is because you got two older sisters who get everything that he wants all you have to do is sit in the middle Speaker 4 of the floor and things are handed to him because he has the baby to fam. Speaker 3 And that's it interesting wait to see you in Speaker 4 that in it's raw form in the fields of work, Speaker 3 but we all are capable of this role, cable is Speaker 4 explanatory took that with self-explanatory self-talk where Speaker 3 if it's a sales Speaker 4 pitch to do in order to presentation. Speaker 3 What do you say to yourself after? It's just my Speaker 4 went well or why when badly and again this morning Holly says Norman Hall Speaker 3 is an optimistic explanatory style, when is rejected as well as several times during the Speaker 4 sales call on which I join them that I'm being I be Speaker 3 the other explain the rejections this temporary specific or external so it doesn't Rose tinted glasses the whole Speaker 4 time going into sales and I've just been Speaker 3 oblivious to Speaker 4 the reality of the Speaker 3 situation, but you always have to wait to explain that Speaker 4 they might have said no, Speaker 3 but I'm definitely Speaker 4 said no this time or it 100% not interested this time Speaker 3 but in his head. Explain that always with you, but they say they Speaker 4 definitely know where ever but I don't really Speaker 2 mean that in the end of this chapter Speaker 3 finishes with Speaker 4 what I like to hear because he is a girl more than Hall did the British Speaker 3 man Speaker 4 delivering some more stuff into people in The Office and it goes up to see who's the woman making the coffee from earlier on Speaker 3 and has an appointment lock and he was going back Speaker 4 down to Almost 11:30, Speaker 2 and don't think the Speaker 3 officers smoke well to Speaker 4 buy anything and shakes Speaker 3 his head and Speaker 4 he said walk in silence for Speaker 3 maybe 8 steps and the last full Speaker 4 of British man in San Francisco turned Speaker 3 to me and said but I think it's going to be a chance to get the next time. They have that doesn't tell you everything you need to know about Asian influence Speaker 4 sales moving people then. There's nothing more I can do for you Speaker 3 the very last thing that will talk about them is clarity Speaker 2 polarity when it comes to. Speaker 3 People the ABC a student b&c is clarity and one of the things that it's Speaker 2 actually my Speaker 4 favourite things about sale to the Speaker 2 persuasion about influence Speaker 4 that I've ever had ever encountered and he took Speaker 3 her finding a right problems to solve you give an example. Speaker 2 I think I might mention this in Speaker 3 the last episode of well Speaker 4 might be wrong. Speaker 2 We talked about Speaker 3 the people who sell Speaker 2 mentales mince rice the chewy sweets for Candy in America and he says so he doesn't feel with their the CEO of the vice president of sales of the company that makes them Speaker 3 what you seen is that Speaker 2 the Speaker 4 shift in what retailers are looking for Speaker 3 everyone is just Speaker 4 dog tyres of salespeople commander front door trying to push their product push. Speaker 2 I can push their product Speaker 3 does people looking at her face clothes Speaker 4 like like Alec Baldwin Glengarry Speaker 2 Glen Ross you said that's not what I'm looking for a really looking for is highest distance Speaker 3 partners, so that's how they train their sale stuff. They're not looking for how many packets of metals chewy mints am I supposed to buy from you are looking to see Speaker 4 how can I improve overall sales Souls part of their Speaker 3 process for approaching these Speaker 4 corner shops are these are these the Speaker 3 shop owners be like an expert in there? So it might involve saying you know what you should have five flavours of our mentors rather than 7 and it always informed Speaker 4 making sure that they Speaker 3 are buying their competitors as well, because then you know what's the what's that type of salesperson Speaker 4 approaches you you know that they're not going to go for the hearts Ireland the way did you know then? I can go for a heart sales good for recommending the wrong Speaker 3 competitive CS GO That's interest not an unbiased business partner not Speaker 2 looking for all complete so in the last thing Speaker 3 talks about night. I want to just a few little bits actually that he talks about that Speaker 4 is a bit more mental story, but I want to read the book to be honest, Speaker 3 but it's it's it's a great example of what soil should be should be about offering Solutions even if in the short-term solution doesn't involve your product or service Speaker 4 so keep that in mind if you are in in littoral cells that offering playing along the long and sometimes the radio Speaker 2 many talks about Speaker 3 finding your frames Speaker 2 and he talks about a am his little little Speaker 4 snippet for you for him for every Michael this must be very random table Speaker 3 specific niche table quiz Speaker 4 if it ever wanted to know who coined the term unique selling proposition or USP is Russia Reeves was an American Speaker 2 advertising Speaker 1 exec. Speaker 4 Middle of 20th century and not to Speaker 2 use their credit Speaker 4 with coming up with the term unique selling Speaker 2 proposition anyway. He talks Speaker 3 about his also credited with one of the stories Speaker 4 and advertising the Speaker 3 author talks about when the sky Russia Reeves and colleague to having lunch in Central Park in America another way back to the Madison Avenue office who fancy a man singing in the park begging for money Speaker 4 and a sign says I am blind and unfortunately only a few coins in Speaker 2 a cup and Speaker 3 we've had the idea that I can I can Speaker 4 dramatically increase the amount of money Speaker 2 two guys is raising just Speaker 4 by adding 4 words Speaker 2 to assign Speaker 3 blind all the sign says is I am blind and this guy Rosser Reeves is James gonna Speaker 4 add some more words. I'm not Speaker 3 forward to the ad he added. It's springtime and Speaker 2 I am blind and that if anyone knows best ones that was Speaker 3 the first frame.the Speaker 4 talking. I'm not gonna get into all the frames because there's loads of them and they're definitely worth a read this is a way to frame thing Speaker 2 and it's based on a apprintable Speaker 4 by another guy who was a great book called influence the psychology Speaker 2 of persuasion by Robert cialdini his Speaker 3 name it's called the contrast for the most essential Questions somebody can ask is compared to what So by this guy Rosser Speaker 4 Reeves saying it's springtime and I'm blind Speaker 3 what does it Thomas Speaker 4 like it remind people to compare their Speaker 3 reality with the blind homeless guy so the Speaker 2 comparison. Is pretty Speaker 4 start when it's you know I'm enjoying a nice springtime Speaker 2 weather but this guy is blind give him a few dollars. That's the idea behind Speaker 3 that forget it not a great book into Speaker 4 a course as well and Robert Salinas Speaker 2 book is one of the best books 6 principles of persuasion fantastic Speaker 3 folders order. There's other friend talks about the the last Speaker 2 frame the experience frame to Speaker 4 labelframe the lamest Speaker 3 frame. He's all different ways to get people to think about how Speaker 2 they would refrain somebody's mind on to give it just an idea there Speaker 4 or an example of the contrast principle duchess Speaker 3 reframes the way people look at that sign so the sign says I am blind to refrain that Speaker 4 for somebody in you really. Are you getting psychology there and have been a big white and your reframe your for somebody by comparing to what they have. I'm enjoying a nice springtime Speaker 2 weather. This guy is blind like I said that's a reframing other than just saying this guy is blind and that brings Speaker 4 us to the end of part 2 of this 3 part mini series Speaker 3 about Dan pink book to sell a human in our third and final part of Speaker 2 this series we Speaker 3 gonna talk about what to do right so already we've talked about the rebirth of a salesman, or salesperson Speaker 4 all in sales and how Speaker 3 entrepreneurship Speaker 2 and it Speaker 3 is important these days in my talk about how all marketplace Speaker 2 basically change from caveat emptor caveat Speaker 4 mentor from Barbie where to celebrate work as we all have information party now and the third party going to talk Speaker 3 about the pitch my dad's sales pitch an elevator pitch, but I think you give us a shout and I'll separate different types of pictures that you can use the pixar pitch and loads of Speaker 4 different ways to frame the story of your product or service or what? You need somebody to do Speaker 3 for this remember this isn't just about sales for sale sake it's about Speaker 2 influence and persuasion and bringing the moving Speaker 3 game to talk about pitching Oxford improvisation Speaker 4 improve if you've ever improving know how town to Dalkey black Speaker 3 and then have you actually Speaker 4 ultimately about trying to serve people it should be if your nails if you're in the business of moving people have of influencing people and should be with certain people Speaker 1 ultimately Speaker 4 all right. So this point were all very well read and understood that to Speaker 3 sell is human rights the name of the book and it's what we have been talking with the last two parts of this small mini series based on the book had to sell is human by Dan pink Speaker 2 and in Speaker 4 part 1 we talk about the rebirth of a salesman, really what that means is to understand that sails probably isn't what most people think it is it isn't just about having a magic Speaker 2 script that makes people park. Speaker 3 Sales necessarily have to be about a Speaker 4 transfer currency it can be about moving somebody from particular point of view to renew point of view or can be about Speaker 2 convincing somebody that they would do something that mutually beneficial Speaker 4 so part one was all about the rebirth of the Speaker 3 salesman to understand that all of us are in sales Speaker 2 We're All In The Moving businesses down pink called in The Book Speaker 3 took down about having Speaker 4 lots of general approach to these things that that can hustle nature I suppose which is talking to part one and we talked about that going from buyer beware to seller beware because of information party. There's no longer information asymmetry. It's not like they are the example given the book is the used car salesman from the 17th of the 80s who had all the particular car and it's not like that anymore. Speaker 3 We can have just as much as not more Speaker 4 information about a particular Carla Runner by and it actually true the matter what it is. You're going to buy Speaker 3 we're all in. Speaker 2 With Speaker 4 information and data and all times so does information party. We Speaker 3 all have access to the same information, but then part to the most recent podcast that we did was about how to be how to actually think how to conduct Speaker 4 yourself if you like when it comes to sales or persuade your motivation the first thing was achievement and achievement was the the new if you like for report is to be able to pick somebody was strategically make somebody we talk about mixing Speaker 3 that logic with the good feeling Speaker 4 so we talked about how Speaker 3 he was really red using empathy but it's basically Speaker 4 using your head on your heart at the same time as what he Speaker 3 said we talk about point seeing you remember. We talked about the full of yourself Speaker 4 or normal call and how he just never last night right here always make sure that he can mix up his meetings so that he might take a couple of easy won't start a day then maybe a couple of different ones back to couple of these ones and so on. Sonia trying to move some took your time to persuade somebody Speaker 3 perhaps try what you're gonna try Speaker 4 in a low risk environment Speaker 3 and the last thing that you talked about was clarity.net the last part of the last podcast actually I'm going to start This podcast Speaker 4 cloud years old at making sure that you you had a clear call To Action a ping that you want somebody to do a next step general for sale conversation to having with somebody or the first time trying to persuade somebody to do something generally it's going to take a couple of conversations to to help move them along to where you would like them to and clarity was all that make sure people know what the next step was that's why software companies will offer you a free trial at try and get you signed up the free trial straight away and if there any good what they're doing what they Speaker 3 do after the free trial starts Speaker 4 that assign an individual person is going to help you through the whole process to show all the Bells and whistles at this particular piece of software have Speaker 3 same thing with buying a car. They wanted to take a test drive as soon as They wanted to take the next easy Step and he finishes off part 2 which is like I said we're going to start this particular podcast Speaker 4 for me then, but that's just a word starting Speaker 3 with this year of Speaker 4 the five. Why's Speaker 3 the 5 wires and you talked about if Speaker 4 anyone out there and some of you may have heard on the last podcast I do have a toddler. Speaker 2 I have two Toddlers and an old Speaker 3 one and help anyone who does have toddlers Speaker 4 will understand that why question why why do I have to do that? Why do I have to go my shoes? Yyyy but it's actually great finding clarity and what the next steps should be that you're gonna ask somebody to do Speaker 3 because if you ask yourself five. Why's about particular situation example of the moment? Let's say Speaker 4 you want to sell used car garages. You're selling a car. Why would somebody buy this car because it's a good car goes very low mileage. Why would I know? Well, because I'm going to make sure I tell when you go on like that. She keep asking yourself. Why why and what that should do ultimately is to give you the underlying reasons as to why it's really what time does underlying motivations are same thing in a persuasion conversation if you wanted somebody to to move to a new point of view if you want to convince someone to work late on your team or Speaker 3 whatever it is. You could just Speaker 4 asked them why or ask yourself why five times from their point of view? Why would it be like to work place right and go from there and every answer you ask her. Why is Speaker 3 that the answer eventually get Speaker 4 2.4. Your you're basically going in circles and all that's probably Speaker 2 the base reason as to why they might want to do something. So anyway Speaker 3 Part II of this Speaker 4 book is about what to do. So partouze. How to be miles about humans points in clarity the new Speaker 2 ABC of sales Speaker 3 about what to do and the water. Speaker 4 Is the three main sections were gonna talk about here one Speaker 2 is the pitch Speaker 3 right as in how to get your point across really quickly beginning of the section about the elevator pitch the idea of the elevator pitch is that a guy working in Speaker 2 a company is Speaker 4 5 and South in the Elevator they left as you call it in in Azure using the lift with the CEO of the company and he has from where the doors closed until when to see you'll get out of the Speaker 3 electric elevator to get his point across about why should be Speaker 4 promoted or an idea to improve efficiency or to sell something to hide. That's called the elevator pitch an idea. If you want to get your point across in like a minute 30 Speaker 3 seconds back anything in the body talks about different types talks about the pixar pichi Speaker 4 talks about the one word page to Twitter pitch their Speaker 3 subject line pitch. I'm going to go all the pixar Speaker 4 pictures. It's you can read. Speaker 3 But it is a great way to understand how you should think about approaching somebody eating Speaker 4 from a sales point of view or from a persuasion point of view over Never Gonna move Speaker 2 somebody how your pictures is important the second thing Speaker 3 that he talks about is improvisation Speaker 4 being able to improvise in the moment Speaker 3 now. How do Speaker 4 taken and anyway courses before if I've done lots of course on sale for told this story before telling a real quick many years ago. I was married but Speaker 3 not married Speaker 4 no children to time and particularly that was a my wife is in work or something to help myself and I can remember exactly what she was but the doorbell rang. I was in the middle of making dinner to the front of the door and just taken like the plan of the heating. You know I was right at the critical point of making a dinner doorbell rings. Speaker 3 Somebody standing there Speaker 4 and it's all of these cold callers who is trying to get you to switch energy provider of broadband providers or something right and it's 19:15 and I Speaker 2 just don't care. Speaker 4 I'm not bothered. I don't really I just wanna get rid of the same as possible Speaker 3 and if your god bless her she still Speaker 4 there and she was Speaker 3 immediately frazzles. I haven't had a word. I said actually what had happened. Speaker 2 How's it going Speaker 3 and she kind of got to Spondon Speaker 4 straight away and said I was supposed to say that first and I knew straight Speaker 3 away that she had memorised Speaker 4 descript and she was not going to be able to deviate from The Script Speaker 3 and buy me saying hello first that was Speaker 4 enough to throw her off. She had no idea where she was in The Script as far as he's concerned as seen from the play sending me switching why does Forever was she was looking through to Speaker 3 switch, so she's you know all the TV and she pulled out a laminated sheet for all the benefits and Hasn't told me who she Speaker 4 is who she works for a wine thing is and she just had pointing to random parts on this laminated A4 sheet about Speaker 3 all the benefits and the pictures Speaker 4 and I said I'm not I am not interested in this is really for me Speaker 3 and then she put her foot inside the house and Eliza get lots of it. What are you doing like? That's like real not aggressive, but just kinda like with emergency that she can put a foot into the house and I said the same not interested. I was only afterwards Speaker 4 I close the door. I realised he's obviously had some sales training somebody at some point. I told her try and get your phone in the door right Speaker 3 that stick to get your foot in the Speaker 4 door metaphorically not literally but she took Italy Speaker 3 and sleeping in sales and Speaker 4 persuasion and getting people to move to a new point of view all of those things Speaker 2 is improvisation Speaker 4 is to make sure that you're able Speaker 3 to. Speaker 2 Punches as a work Speaker 3 back in the day when Speaker 4 somebody didn't have information party. They would have been a sales group, but probably would work for somebody will be able to Speaker 3 to handle your objections Speaker 4 and that I think most of time these days people don't like that kind of sales like I said but the very beginning of this little mini mini series of podcasts Speaker 3 people of buying things but they hate being sold it and Speaker 4 it's so true because Speaker 3 you want you want to be guided to a sales. You don't want to be confused into us. So anyway improvisation somebody talks about this but we Speaker 4 talked about in from the point of Speaker 3 view of clearance. You've never been to Speaker 4 a talk about how you should always use yes and which I'll talk about Henry Gets as Speaker 3 well and the last part end of it will finish this this Pokémon is to serve is that no matter Speaker 4 what you're doing. Is it with her some sales weather simple suasion whether it's in just getting somebody to move when you point of you. You should be doing some places serve. Speaker 2 Which is Speaker 3 sound a bit wishy-washy Speaker 4 put it is 100-percent through you should always play the long and she like to try to move somebody to her Speaker 3 to a new point of view to get something to get them do Speaker 4 something that's a mutually Speaker 3 beneficial these things when you learn these kinds of sales techniques and persuasion techniques that can be used Speaker 4 to manipulate people but they should never be because you knew manipulate people out of my cup on sooner rather than later and Speaker 3 you don't want that you don't you Speaker 4 want to play The Long Game whether to work colleague whether it's a this is still better Speaker 3 to negotiation weather switcher kids Speaker 4 kids alone. You're trying to manipulate them as well and you have to make sure that you're not that you're doing with my places service at you doing that you Speaker 2 genuinely believe what you're doing the pointed talks about Speaker 3 anyway back to the first part then is there is the pictures to make sure that you have your Speaker 4 pitch down so at the very beginning Speaker 3 of This podcast. Probably heard me say Speaker 4 get deeper learning the greatest Minds together Speaker 2 put Pen To Paper that took me Speaker 3 ages to cope with that Speaker 4 it took me I cycle through. I don't know how many patients after before his death lump sum that made sense to me. Hopefully it makes sense to you too, but it makes sense to me. It makes sense cos that's that's what we're trying to achieve are used because it to give you deeper learning the best Minds Speaker 2 to put Pen To Paper Speaker 4 that's the idea behind what we do so in this book. He talks about the Speaker 3 sales pitch being different. Are you took that the sales pitch we talked about being different than Speaker 4 they used to be ordered different versions of us Speaker 3 and one of the things. I just took will quickly and about about what he says it out and Speaker 2 pitching in general Haig Instagram examples Speaker 4 from Hollywood actually and talk about how people are picking movies and scripts the whole time but one of the things he says that it's true a lot of things and this is really really. Speaker 3 This course to podcast is that the pitch Speaker 4 isn't necessarily to move autism usually to Speaker 3 Dr idea it's to open a conversation. That's me off the pitch Speaker 4 so imagine if I met Speaker 2 a Speaker 3 an investor who could be interested in used to call from might not be imagine if they said so, what do you do? I just went into the technical details Speaker 2 behind the back end of our system and how Speaker 3 you've databases and how we send and pull information from the data nobody cares about that. No the Beginning Speaker 4 but if I say something we give her uses deep learning from the best business - 11 paper. Speaker 3 That's my pitch. That's my Speaker 4 10 second picture in 10 seconds 3 seconds pitch and from there then all that doesn't open a conversation so if you're in sales or if you're in if you need to motivate somebody or you need to persuade somebody think Speaker 3 about your own pitch. Speaker 4 Can you do it? A quick short bursts that intrigues to be the person that make them so tell me Speaker 3 more about that so in this particular section you talked about the six successors to the elevator pitch Speaker 4 idea being that. You know people are working with all the all the time. You're not necessarily are going to see the Speaker 3 actually wanted things. I'm just thinking about it says in the book. Is that the the Speaker 4 elevator pitch used to be for people to talk to you because the CEO used to be in the big corner office for nobody can she get near them? Where is these days in most companies your boss it with you, but just know you know open-plan offices and you know no partitions and I can see what is a really solid open door policy repeat can come and goes January is the closed so can access to the c-ter to your line manager. It's not that difficult for the elevator Speaker 3 pitch trying to get your point Speaker 4 across in the timer takes girl in the Speaker 3 in the Elevator Speaker 4 it's not really that relevant anymore for Speaker 3 a lot of people so only thing she talks about his. Word pitch the question pitch Speaker 4 the rhyming pitch which is an interesting one Speaker 3 if the glove don't fit you must acquit Speaker 4 number about ones from not mention the book called Speaker 3 if the glove don't fit you must acquit Speaker 4 that wasn't done that was in the old days Simpson case they reckon that Speaker 3 was one of the key Speaker 4 key part of of Y O J Simpson Speaker 2 was found not guilty it's Speaker 4 like different. Sorry but he was found not guilty and it was liar and whose name I can't remember now, but it was his lawyer who said it if the glove don't fit you must I hope that was a rhyming kids out something for that for the jurors to go away with Speaker 3 two to think about and like I said that's not that wasn't he didn't just take that on the spots heal the psychology behind giving somebody something that Speaker 4 he just constantly say over and over Speaker 3 again in the head. Just talk about one of the subject line pitch Speaker 2 and the pixar pitch. Speaker 3 The subject line pages subnets, I Speaker 4 I think is always very Speaker 2 interesting. It's basically Speaker 3 what we're going to subject line of Speaker 4 an email to make somebody open an email there most of the time does to Speaker 2 two main colour Speaker 4 themes, or can I have trains to Taunton hold on what will make something open an email one tell them directly what in this email? You know new report on insert your industry salary trends of something. Can you click on it of value of interest you and the second is intriguing if it's something out a little bit quirky different not really sure I'm gonna expect but once they don't work and anyone who is any sort Speaker 3 of savvy in the metallic the ones Speaker 4 that don't work out there one said hurry click here now time. They can work at certain point of the sales process of Speaker 2 persuasion process, but not at the beginning that Speaker 3 you just screams spam Speaker 4 driving. You need to read all kind of Have you talked a little bit about the subject line kitchen how to how to structure one and one of those two ways in a way that either tell people to see what they're going to get milk from his email account to be rewarded from this email Speaker 3 was secondly Speaker 4 that something that's slightly quirky. Your slightly intriguing or Speaker 2 is leading in in Speaker 4 bio click on it might be in some way. I've had a great day now while ago actually was a long long Speaker 3 time ago about sales the cold calling people Speaker 2 and you know being Speaker 4 that the founder of a Speaker 3 start-up like because I get those kind of emails all the time or people they meet Lee going to the sales pitch Speaker 4 in the email where it's hyperlinks here there and everywhere things are involved. There's no point and I just don't believe it because I don't know who you are. Don't know why they're Speaker 3 sending me the stuff and it's just pure straight up sales for trying Speaker 4 to get me to park my money than ask me anything. I'm interested in what might be a valued me, but one one amazing thing I Speaker 3 saw it for this. I don't think I've ever used Speaker 4 in the field ever seen that life before is about when you're cold calling Speaker 2 somebody is 2 Speaker 4 as in cold email lead singer called calling but sending a cold when you've got No Introduction you've got no relationship with the with the individual that you are getting in contact Speaker 3 with it's just asked him straight of question. Speaker 4 No, hi. Hope you're well. No everybody right here right as well. I hope you're well. I do. Hope you're welcome. It's Speaker 2 just it's it's a bit overdone at this point Speaker 3 that that he would Speaker 4 send an email with it would have his signature founder of used because I never comfortable and maybe contact phone number you have to email from receiving Speaker 3 email but the question might be like who does your stationery. Speaker 4 What happened? This is trying to sell her or is want to have a conversation about one line one sentence no hi no goodbye. No features and benefits of off the of the product or service who does the stationery. Where do you buy your fleet of vans? Hell's Salesforce going for Speaker 3 you whatever the product is asking a one more question somebody interested. I'll get back in touch them also appreciate you not Speaker 4 wasting your time or Speaker 3 like. I said people love buying stuff, but hate being Salter and that's a strange question. I might have something to value to you. I might not just let's just go to the chaser. It's always doing things I've never tried us Speaker 4 but it's 15 email for me Sunday fine. That's you know that it's Speaker 3 it's it's one of the best to open a conversation with somebody like everyone in business is the Speaker 4 days are jam-packed with things to be doing I haven't got time to listen to Speaker 3 your sales pitch just because Speaker 2 you spend ages on us Speaker 3 if I'm trying to tell me something you Speaker 4 have to find out if I have a problem first of all that you have the solution to that's the first thing who does a stationary, where do you buy your your fleet of cars your company cars? Reverend Speaker 3 is get straight to the point that's interesting that's the subject line. Obviously if you Speaker 4 even if you do have a one line email like I just need to make somebody else Speaker 2 it could be the name your products something very Speaker 3 simple so Pixar pitch. It's based on the things. He says in the book is that picture has been on the goals since they started having Speaker 4 success in 1995 with the first Toy Story film and at the time of writing. They have grow 7.6 billion dollars around the world with Finding Nemo The Incredibles up Toy Story 3 10-12 Toy Story 4 Speaker 3 course and 26 Oscars Studios taken home and does Speaker 4 obviously some sort of formula to the two how they go they picking the movies that they going to make and how they put them together structure Speaker 3 feel like and this is what I'm talking about in this book is the pixar pitch. Speaker 4 So there's a woman who used to be a story artist at the Studio name is Speaker 3 Emma coats and she basically crack the code I can and it's funny because you can't you can can look at any of the Speaker 4 movies and films Speaker 3 and you can make this you can make this cold feet which is fascinating solo read out what she says here. I haven't in the book hear what she Speaker 2 says let me see Speaker 3 coats has argued that every Speaker 4 Pixar film The shares the same narrative Speaker 3 DNA a deep structure of storytelling that involves six Speaker 2 sequential studies Speaker 3 of the six senses that make up the pixar pitch or the structure of a Speaker 4 Pixar film Once Upon a Time blank Speaker 2 everyday Speaker 3 blank blank because of that blank Speaker 2 because of that Speaker 3 blank until finally thank so what they do then the booking is fast and that they give the the plot. Finding Nemo once upon a time there was a widow fish Speaker 2 name Marlon who was extremely protective of his only son Nemo Speaker 3 everyday Marlon war Speaker 4 name of the oceans dangerous implored him not to swimming far away Speaker 3 one day in an actor defiance Speaker 4 Nemo ignored his father's warnings and swim into the Open Speaker 3 Water because of that is captured by Speaker 4 a diver and Speaker 3 end up with a pet fish in a dentist in Sydney and because of that marlin set off an attorney to Speaker 2 recover Nemo until Speaker 4 finally marlin, and Nemo released every night on land at love depends on trust Speaker 3 and gets the point of even when I'm reading it out. You can kind of see the scenes in your head. You can see me in the fish tank in the in the dentists in Sydney Speaker 4 and all the people who came along or two people together creatures that came along now until final. It's an interesting way, how Speaker 3 Pixar have basically found a formula found a cold and all of their movies basically fit into that structure and he gives an example for Speaker 4 business then right and nonprofit Speaker 3 organisation that creates at home HIV test and I have to look for funders, so they're Pixar pitch Michael something to save chapter and distal section of the book as well. What upon a time there was a health crisis hunting many parts of Africa everyday. Tell them to people would drive AIDS and HIV related Speaker 4 illness caused the didn't know the carry the virus Speaker 3 one day we developed an inexpensive home HIV kit that allows people to test themselves with a simple saliva swap because of asked you got tested and because that the other infections are treatment and took measures to avoid infecting others until finally this medicine disease slowed Speaker 4 spread and more people live longer Speaker 2 life. Didn't like everybody is Speaker 3 in the end stories are such a huge Speaker 4 hugely powerful part of what we do is human beings it comes back to like a caveman thing of survive and replicate that's that's what humans base functions riders to survive and replicate your Speaker 3 jeans. What are the best ways to get a point across would have been through stories is Speaker 2 true. Speaker 4 Using was called me on your own space to put yourself into a situation that somebody is telling you about it's like when Joe Rogan actually the podcast and comedian and Speaker 3 talk a lot about when Speaker 4 he's delivering comedy or and he's in a comedy club listening to comedy Speaker 3 that when your it's like it's like mass hypnosis. I think it's what it calls is Speaker 4 that your allow the comedian Speaker 2 to do the thinking for you which is really interesting my putting it because it's true Speaker 4 Because when you're when you're at a comedy show and the comedian is acting at the story of telling us. Speaker 3 Ridiculous things that happened you're seeing yourself in that person in that situation, Speaker 4 you're using like mirror Speaker 2 neurons which talk about it. Will talk in the Speaker 3 podcast but it's basically you can put yourself in that in the Speaker 4 place of comedian on your does the lounge comedian to do the thinking for you Speaker 3 and when you do that, would you put yourself you Speaker 4 use empathy and mirror neurons to put yourself in that situation. What is experiencing as well to danger and obviously hope there's not too much danger the Comedy Show but back with the survive and replicate thing especially to survive part. If one of your body's was to tell you a story either true language or to grants or Speaker 3 whatever that would have that would have enabled you to be safe the next time you going there that can in the next hour for another particular snake with a particular Red Dot on the turn over it is that Speaker 4 stories were huge part of helping us survive that's why you're so they resonate. Now that's why Speaker 3 it's fiction so popular. It's why books films any type of story to tell the story is a good Speaker 4 storyteller can get the attention of an entire room Speaker 3 and adults motor-talk McDermott the pixar Pixar pitch. Is it if you can put your Speaker 4 idea Speaker 3 your heart whenever it is down into the story not just any Speaker 4 rambling crazy story for the story that has a beginning a middle and an end that Speaker 3 follows that that Pixar pitch structure is a much better chance of Speaker 4 moving subway wanting to move to order games at least get to the next point of the conversation Speaker 3 so the next thing talk about in chapter 8 of the book is improvise Speaker 4 improv Speaker 3 to be able to roll with the punches to be able to take with somebody says the matter what they say build a specific inhibitors into lots of different examples. Speaker 4 And it's amount of quality examples put into lots Speaker 3 of different ideas about about one improvise and how can help think about the difference between Speaker 4 the words and Speaker 2 this is this is it from the Speaker 3 book the level of examples of giving examples. I'm just taking a long time ago. I was explaining the difference between the words arms and butter somebody in the sales point of view and example I can always talk to me. I Speaker 4 don't know if you are aware of the Speaker 3 sweets at a Speaker 4 candy can order some some Americans listen to this is how people of the world Speaker 3 sweets candy rifle call Fruit Pastilles I think they are fairly you'll be closer Speaker 4 than they are fairly well known around the world Speaker 3 but Fruit Pastilles they're like squashy kind of sugar sugar all different flavours now the example I go for somebody before. I like red pasta meals, but I really like rain Pastilles so use the word but they're right and I say it again this when I like Speaker 4 red and I really Speaker 3 like rainpuff deals right, so I'll say one more time. I like Redpath details, but I really like rain particles when I say a word, but they're water Realty was Alyssa is that I prefer the green ones I like red Hot Deals but I really like rainbows. I like red patio supply really like Raymond it's almost like you disregard the first part of Santa's not as important as the second part, but when I say to the other way around I like red Pastilles and really like rain pass deals in that case I recall example but I think it makes the point as to the difference between the word and An Speaker 4 acute important when it comes to sales in motivation and persuasion Speaker 3 and really taking building a conversation so what he talks about when it comes to improve if you ever been to like just I don't need to explain what an improv comedy gig explain it was very quickly basically what happened. This is to retrieve comedians on stage of an activity near me Speaker 4 based on recommendations or suggestions from the audience 5 so people that's Speaker 3 ok. Give us give us a Speaker 4 situation where we might be standing and sitting with a car park. Ok. Give us he was a problem. What is from Michael broken leg Speaker 3 right back anything and then they start the same so what has to happen Speaker 4 in order for this to work in for an order for it to be funny Speaker 3 if that they have to build on what he says, so they never actually come out and say that that's never going to do but let's imagine Speaker 4 the scene starts when the car park and the first person as well here we are on this Speaker 3 car park and it is. Speaker 4 Down rain the next person along write in this imaginary conversation conversation or make an offer to go Speaker 3 along they have to agree that it's raining so that's like yes, and yeah. It is and it look I have this umbrella even though you're not and whatever I said they go from there now if you were fighting that they use the word but Speaker 4 instead or they employed instead here. We are in this car park and it's hammering down rain and Speaker 3 the other person says but it's not raining or but whatever right it's like that's the end of the saying that doesn't work then trying to build something together. We have to keep saying yes and they have to keep putting putting things together and that she keeping when it comes to using persuasion comes to Speaker 4 turn off falling into an argument Speaker 3 with somebody and he gives you a great example in the book here is about 2 people have planning a hypothetical. Speaker 4 Say High School Reunion Speaker 3 so what I read about so one person begins with a proposition for example. Let's have a high school reunion in Las Vegas every subsequent subsequent comment all participants must begin with yes, but it's Colin fall unfold something like this. Let's have a high school reunion in Las Vegas yes, but that's going to be too expensive for some people the only way the people who really want to go well actually attend. Yeah, but some of them are classmate and they don't gamble Speaker 4 yeah. There's more to do than Speaker 3 just play play Blackjack yes, but Speaker 4 it's still a great place for people to bring a family reunions are better than all those kids if we can't find child care home then people won't go on and on it goes and just spins out of control Speaker 3 and then it so this is an example from an Speaker 4 improv class of the other actually Speaker 3 talk and the person running game gets them to do it again Speaker 4 only this time everyone else's Speaker 3 and instead of but. Football suck my kiss let's have a high school reunion in Las Vegas yes and if it's too expensive Speaker 4 for some people we can raise money Speaker 3 organiser road trips. Yeah, and if we Speaker 4 start early we can block of rooms at the hotel that offer volume Speaker 3 discounts yes and for families with kids in for people who don't gamble we can organise activities during the day and if you have enough people with might be able to pull your resources to pay for babysitters. Speaker 4 So what might maybe all the person wear on their own and soul goals I so when you change the word bus and and Speaker 3 it makes a huge difference and that kind of Speaker 4 a key thing when it comes to Speaker 3 Wales to persuasion and Speaker 4 all the things have mentioned several times now Speaker 3 this particular section actually hear offers so even when somebody give you an Speaker 4 objection is the beauty offer within that objection say you're you're raising money for particular charity going to run marathon for you know what your favourite charity and you say to your friends. Could you donate €200 to $100 to £100 for 11 days and your friend says I can't give it to $100 right now. There's an offer in there, Speaker 3 so I can give you 200 right now or you can give me $200 ever right. Is it is it the amount or is it the timing what is an offer in there that the that the solicitor have to hear which is the key in the book Speaker 4 hearing offers so when somebody give you an Speaker 3 objection that they generally don't say no straight up the used to be something and what they say. I'll give you a little trade something to pull on you. Talk about in improv to make a partner look good. Which is a key thing right in any sales conversation persuasion make the other person look good. That's one of the best way to remove somebody Speaker 4 to your preferred point of you make your partner look Speaker 3 good. Speaker 4 9 facts about being of service Speaker 3 to people I'm going to finish this section often and essentially the podcast off with this Speaker 4 story the details about a former Speaker 3 Midler mid-level 18th executive named Robert Greenleaf and that Speaker 4 the century launched the movement he Speaker 3 called us servants as a leader and we did with this year of bing Speaker 4 of leadership going from say command and control to a l Speaker 3 being basically a servant to the team it basically abandon. All the philosophies and turned out to be that way management or leadership is these days is that Speaker 4 because again of information party because of the leaders not needing to be The Gatekeepers of the patient access to all the same Speaker 3 information the leader needs to be a servant. It's almost like there's an analogy of a Speaker 4 team that you know making the way true Jungle on. All day all the Russian and stuff in front of me to get through the jungle and everyone has their own job to do and really what the leaders job is not to be out out out the front Speaker 2 leading it Speaker 4 should be at the back sharpening the tools and can make sure everybody has that they need to do their job and that's all this guy said in 1970 this Speaker 3 time Robert Greenleaf it's a fortnight themselves to the fullest al should be and it's philosophy Speaker 4 included things like do No Harm Speaker 3 or to respond any Speaker 4 problem by listening Speaker 3 first and to accept and to advertise rotten just reject so A L L I can it's all them all the best Speaker 4 managers managers Speaker 3 managers are definitely the best Speaker 4 people who have let your Speaker 3 teams the best of always have Speaker 4 strong emotional intelligence have always been good listeners. If I always know when to put an arm around you and when to give you a kick up the backside the all loaded. Between the two and when they should do one over the Speaker 3 other and this is how Speaker 4 Daniel H pink the author of to Speaker 3 sell is human the sent you wrapped up this book. He talks about servant leadership Speaker 4 as a wave of approaching sales and he called us Speaker 3 servants selling it begins with the idea Speaker 4 that those who move orders are Speaker 3 manipulators, but service is Sir first and sell lighter test that's just like Robert green. Leaves is the best and most difficult to administer is this the person you're selling to agrees to buy Speaker 4 with his or her life improve your interactions over will the world be better place Speaker 3 to when you began and if the answer is yes, they're not certain Speaker 4 selling and now Speaker 1 you're saying person before you go just a quick message if still doing and what we're all about. 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