Asking "Why?" can lead to understanding. Asking "Why not?" can l... by Daniel H. Pink

Asking "Why?" can lead to understanding. Asking "Why not?" can lead to breakthroughs.

Daniel H. Pink

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Categorized in : Education Understanding Asking Why

One of the best predictors of ultimate success in either sales or non - sales selling isn't natural talent or even industry expertise, but how you explain your failures and rejections.

motivational-sales natural-talent rejection

Abstract thinking leads to greater creativity... But in our businesses and our lives, we often do the opposite. We intensify our focus rather than widen our view.

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The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic 'right-brain' thinkers whose abilities mark the fault line between who gets ahead and who doesn't.

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My generation's parents told their children, "Become an accountant, a lawyer, or an engineer; that will give you a solid foothold in the middle class." But these jobs are now being sent overseas. So in order to make it today, you have to do work that's hard to outsource, hard to automate.

leadership jobs children

We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.

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Money can extinguish intrinsic motivation, diminish performance, crush creativity, encourage unethical behavior, foster short-term thinking, and become addictive.

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The right brain is finally being taken seriously. by Daniel H. Pink

The right brain is finally being taken seriously.

The capacity to see the big picture is perhaps the most important as an antidote to the variety of psychic woes brought forth by the remarkable prosperity and plentitude of our times. Many of us are crunched for time, deluged by information, and paralyzed by the weight of too many choices. The best prescription for these modern maladies may be to approach one's own life in a contextual, big picture fashion - to distinguish between what really matters and what merely annoys.

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Carry a notebook and write down examples of good and poor design. After a week, you'll begin to realize that nearly everything is the product of a design decision.

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In the past thirty years we have learned more about the workings of the human brain than in all of previous history.

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Questions are often more effective than statements in moving others. Or to put it more appropriately, since the research shows that when the facts are on your side, questions are more persuasive than statements, don't you think you should be pitching more with questions?

leadership moving thinking

Most of what we know about sales comes from a world of information asymmetry, where for a very long time sellers had more information than buyers. That meant sellers could hoodwink buyers, especially if buyers did not have a lot of choices or a way to talk back.

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To sell well is to convince someone else to part with resources—not to deprive that person, but to leave him better off in the end.

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As Carol Dweck says, “Effort is one of the things that gives meaning to life. Effort means you care about something, that something is important to you and you are willing to work for it. It would be an impoverished existence if you were not willing to value things and commit yourself to working toward them.

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I think the more important task for a young person than developing a personal brand is figuring out what she's great at, what she loves to do, and how she can use that to leave an imprint in the world. Those are tough questions, but essential ones. Answer those - and the personal brand follows.

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It's nothing short of a whole new brain... animated by a different form of thinking and a new approach to life.

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Now it's easy for someone to set up a storefront and reach the entire world in very modest ways. So these technologies that we thought would dis-intermediate traditional sellers gave more people the tools to be sellers. It also changed the balance of power between sellers and buyers.

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Rewards can deliver a short-term boost—just as a jolt of caffeine can keep you cranking for a few more hours. But the effect wears off—and, worse, can reduce a person’s longer-term motivation to continue the project.

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I think this book, Matthew Desmond's "Evicted: Poverty and Profit in the American City.", if you have a friend who is a public official, hand him or her this book. It's that important. And this book raises some serious questions about what kind of country do we want to be.

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I tend to pull nuggets out of many books - rather than having a handful of books that serve as guiding lights.

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