To Sell is Human: The Surprising Truth about Moving Others by Dan Pink

1. To Sell is Human: The Surprising Truth about Moving Othersby Dan Pink Dave Dorman Brandon Sullivan, Ph.D. OHR OHR Leadership Development Employee Engagement dorma001@umn.edusull0179@umn.edu

2. Best-selling Personal Leadership Series • Turning to One Another: Simple Conversations to Restore Hope to the Future by Margaret Wheatley (Peg Lonnquist, Women’s Center) • The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni (Scott Studham, IT) • Switch: How to Change Things When Change is Hard by Chip & Dan Heath (Mel Mitchell, OHR)

3. Pink, D. (2012). To Sell is Human: The Surprising Truth about Moving Others. New York, NY: Riverhead Books.Session ObjectivesParticipants will:Understand context for influencing others.Identify new strategies to persuade.

4. Main Pitch In the U.S., one in nine people are in sales, but so are the other eight.

5. Survey data (7,000 adult full-time workers) • 40% of time is spent trying to move others • 70% spend some time persuading • 39% are serving clients/customers • 37% are teaching, coaching, instructing

6. Selected anecdotes • Ed-Med leading the way • Rise of one-person entrepreneurship • Chief Movement Officer • Pickle guy – “I want everyone to be stoked to come to work”

7. ABCs ThenNow Always Attunement Be Buoyancy Closing Clarity

8. Attunement Perspective-taking • Seeing from others point of view • Using Platinum rule • Watching for colliding WIIFMs

9. The Ambivert Advantage • Extraversion: sociable, assertive, lively, friendly, gregarious • Assumption: More extraversion = better at selling and influencing • What the data show: • Greater interest in selling and influencing • More likely to pursue a career focused on sellingand influencing • Higher supervisor ratings of sales effectiveness • More extraversion does NOT = greater success at selling

10. The Ambivert Advantage Sales performance was best between 4.0 – 4.5

11. The Ambivert Advantage Discussion: Why do you think people assume extraversion is good and introversion is bad? What has your experience been?

12. BuoyancyStaying afloat in ocean of rejection

13. Bob the Builder • Sellingand persuading are accompanied by self-talk • “I’ve never been good at this.” • “I always get nervous and screw it up.” • Conventional wisdom is that you should tell yourself how great you are – do more positive self-talk • “I’m a great communicator, so this will be easy.” • “I will be the greatest salesperson the world has ever known!”

14. Bob the Builder • The best approach is to ask yourself questions • “Will I be able to do this?” • “Can I do this?” • Why? • 1. Your answers will contain strategies for success • Leads to the question: “How will I do this?” • 2. This type of thinking promotes intrinsic motivation

15. Bob the Builder Discussion: When you have to persuade someone, what self-talk to you experience? 2. How might you change this into more productive questions?

16. Clarity ThenNow Problem-solving Problem-identification Accessing info Curating info Answering ?s Asking ?s

17. Problem-identification Discussion: Share a problem you have identified in your workplace that has yet to be solved. What will help you or hinder you from sharing it?

18. Most important Question Compared to what?

19. Now what? Pitch Improvise Serve

20. The Pitch • Purpose of a pitch: Offer something so compelling, that it begins a conversation and brings the other person in as a participant. • Three key questions: • What do you want them to know? • What do you want them to feel? • What do you want them to do?

21. The Pitch • For example: • The one-word pitch • “Search” • “Priceless” • The question pitch • “Are you better off now than you were 4 years ago?”

22. Questions?

23. Start, Stop, Continue Based on today’s session, what is one thing you want to start, stop, or continue doing?

24. Action planning wrap-up Pulling It Together and Creating an Action Plan Lea Bittner-Eddy, Organizational Effectiveness, OHR June 7