To Sell Is Human: The Surprising Truth About Moving Others (31 page)

ABCs of, 4–5, 68–69

as component of professional success, 21, 23–25

in Ed-Med sector, 39–42

elasticity, 33–37

entrepreneurship, 28–32

non-sales selling, 3, 19–25

What Do You Do at Work?
survey, 20–25

Mullen, Elizabeth, 76–77

National Cash Register (NCR), 186–87

natural-born-salesman myth, 63

negativity

appropriate negativity, 122

benefits of, 121–22

blemished frame, 139–40

defensive pessimism, 122

disputing and de-catastrophizing, 119

learned helplessness, 109–10

pessimistic explanatory style, 110–11

positivity/negativity ratio, 107–8, 118

rejection, 99, 120–21, 122–23, 193

Noguchi, Kenji, 101–2

non-sales selling, 3, 19–25.
See also
moving others

Norem, Julie, 122

Norton, Michael, 140–41

numbers and sequence in sales pitch, 182

offers, hearing, 189–92, 202–3

one-word pitch, 160–61, 174, 177

Optimism Test, 120

optimistic explanatory style, 111–12, 118–20

options, limited, 135–36

Otis, Elisha, 155–56

Palantir, 34–35, 132, 188

Pantalon, Michael, 145

Patterson, John H., 186–87

Payton, Holly Witt, 39

pecha-kucha
presentation technique, 181–82

personal approach

accountability, 212–15

in conjunction with purposefulness, 215–19

emotionally intelligent signage, 229–30

envisioning personal connection with buyer, 57, 231–32

viewing buyer as human being, 210–12

perspective-taking

“Conversation with a Time Traveler” exercise, 91–92

discovering commonalities, 95

E Test, 70

versus empathy, 73–74, 79

empty-chair technique, 89–90

envisioning personal connection with buyer, 57, 231–32

reducing power, 70–73, 228

relationships and social cartography, 74–75

strategic mimicry, 75–79, 88–89

pessimism.
See
negativity

pitch

elevator pitch, 156, 159

Hollywood process, 157–58

initiation of creative collaboration, 158

microblog content value, 169–70

one-word pitch, 160–61

Pixar pitch, 26–27, 170–74

question pitch, 161–63

rhyming pitch, 164–66

subject-line pitch, 166–68

Twitter pitch, 168–70

pitch tips and exercises

collecting pitches, 179–80

invisible pitch, 183

pecha-kucha
presentation technique, 181–82

practice of various pitches, 177–78

questions for clarity, 179

recording and self-critique, 180

sequence and numbers, 182

visual element, 180–81

Pixar pitch, 26–27, 170–74, 178

positivity

belief in product, 106–7

blemished frame, 139–40

broadening effect on negotiations, 104–6

making partner look good, 195–98

Optimism Test, 120

optimistic explanatory style, 111–12, 118–20

Positivity Self Test, 118

positivity/negativity ratio, 107–8, 118

self-talk, 100–101

“Yes and” technique, 193–94, 202

potential frame, 140–41

power

doing favors, 228

making partner look good, 196–98

reducing, 70–73

win-win approach, 195–98, 205–6

power balance. See information parity

principled negotiation, 195

Prisoner’s Dilemma exercise, 137–38

problem-finding

discovery of unknown problems, 5, 34, 127

“Five Whys” technique, 151–52

problem-finding (
cont
.)

information parity and, 129–32

versus problem-solving, 128–29

purposefulness, 215–19, 229–31

questions

for betterment of individual and world, 232–33

for clarity of pitch, 179

“Five Whys” technique, 151–52

“I’m Curious” exercise, 197–98, 203–4

interrogative self-talk, 100–103, 117

motivational interviewing and irrational questions, 145–46

optimistic explanatory style, 119

in problem-finding, 132

Question Formulation Technique, 149–50

question pitch, 161–63, 174, 177

in Twitter tweets, 169–70

QuickTime, 181

radical listening, 201–2

recommended reading, 150–51, 204–5

Reeves, Rosser, 133–34

rejection.
See
buoyancy

Rejection Generator Project, 123

RhymeZone, 178

rhyming pitch, 164–66, 174, 178

Right Question Institute (RQI), 149–50

Saatchi, Maurice, 160–61

Sagarin, Brad, 106

sales and salespeople

ABCs, 4–5, 68–69

Ed-Med sector, 27, 37–42

elasticity, 33–37

entrepreneurship, 28–32

humility, 79, 228

idealism and artistry, 221

identifying jobs in sales, 42–43

non-sales selling, 3, 19–25

numbers of salespeople, 16–19

sales as component of professional success, 21, 23–25

sales and salespeople, traditional model of

aggrandizing self-talk, 100

“Always be closing” strategy, 68

blockhead myth, 62

commission system, 226

competition and win-lose dynamic, 74, 196

extravert personality, 80–81, 84n

impact of technology on, 15, 17–18

moneygrubber myth, 62–63

natural-born myth, 63

overcoming of objections, 189

reputation, 2, 4, 43, 44–47, 50, 51–54, 56

scripted presentations, 186–87

toughness, 104

upselling, 225

Salit, Cathy, 91–92, 184–86, 189–92, 195, 198

Sankar, Shyam, 34, 132

Sawyer, Keith R., 189, 204–5

Scherer, Cory, 106

Schulman, Peter, 110–11

Second City Almanac of Improvisation, The
(Libera), 205

self-promotion

elevator pitch, 156, 159

Hollywood process, 157–58

job application, 57–58

one-word pitch, 160–61

Pixar pitch, 26–27, 170–74

question pitch, 161–63

rhyming pitch, 164–66

subject-line pitch, 166–68

Twitter pitch, 168–70

self-talk

interrogative, 100–103, 117

learned helplessness, 109–10

optimistic explanatory style, 111–12, 118–20

Seligman, Martin, 109–11, 120

Senay, Ibrahim, 101–2

sequence and numbers in sales pitch, 182

service

accountability, 212–15

bettering individual lives and world, 210, 220

humility, 219–20

idealism and artistry, 221

Kenyan road safety initiative, 207–9

personal element, 210–15

purposefulness, 215–19

servant leadership, 219–20

servant selling, 220

viewing buyer as human being, 210–12

service tips and exercises

alternatives to commission scheme, 226–27

bettering individual lives and world, 232–33

doing favors, 228

emotionally intelligent signage, 228–31

envisioning personal connection with buyer, 231–32

upserving, 225–26

Shimmerman, Dan, 75

Shotwell, Gwynne, 37

Shriver, Timothy, Jr., 36–37

signage, emotionally intelligent, 228–31

SK Motors, 58–60, 61–62

small business, 27–32, 42

smartphone, 31–32

social cartography, 74–75, 92–93

Sommers, Sam, 147

Spolin, Viola, 187–88, 204

status, lowering, 70–73, 228

strategic mimicry, 75–79, 88–89

subject-line pitch, 166–68, 174, 178

Switch
(Heath and Heath), 151

Takagi, Koji, 131–32

teachers as salespeople, 39–42

technology

creation of entrepreneurs, 20, 30–32

e-mail subject-line pitch, 166–68, 174, 180–81

empowerment of buyer, 49–50, 57–58, 127, 130

impact on traditional sales jobs, 15, 17–18

rapid changes in, 35–36

smartphone and app economy, 31–32

Twitter pitch, 168–70, 174, 178

Technology Review
(MIT), 32

theater.
See
improvisational theater

Tippie College of Business, University of Iowa, 168, 170

Tofighbakhsh, Jessica, 164–65

Tormala, Zakary, 140–41

touching, 78

travel industry, 57

Turner, Yehonatan, 210–11, 231

Twiss, Sharon, 36

Twitter pitch, 168–70, 174, 178

upserving, 225–26

U.S. Bureau of Labor Statistics, 16–18, 37–38

used-car sales.
See
car sales and salespeople