Paying for performance seems like an all-purpose principal. Daniel Pink argues that it is not.
From TED: Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don’t: Traditional rewards aren’t always as effective as we think. Listen for illuminating stories — and maybe, a way forward.
This short and entertaining book has been making the rounds of both my executive coaching groups. Invest an hour reading Mr. Shmooze: The Art and Science of Selling Through Relationships and consider how you might deepen and expand your network and your life. This book is not primarily about making money; it is about creating a large and rewarding life.
I read this book and I review it here not because of any particular interest in sanctioned killing, rather because of my interest in institutional means of getting people to do difficult yet important tasks. I train salespeople and other business leaders.
I first heard the author, Dave Grossman, on a radio interview promoting this book. I heard him say that that in the history of combat from Alexander the Great through World War II only about 15% of soldiers in battle were trying to kill the enemy. He’s not talking about the long administrative and logistical tail of the army. Only 15-20% of the people with guns or swords in their hands, who were facing a threatening enemy, were willing to kill that enemy. I know this is hard to believe. I first heard this statistic from a pacifist and I called him a liar. Then I heard it from this author, a former US Army Colonel and military historian, who references the research of the US Army’s official W.W.II historian as well as many other scholars.
Sales — when done right — is more than a job. It is an art.
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At its best, selling is taking a doubt and turning it, jujitsu style, into a powerful push. Selling is making the customer feel better about spending money — or investing it — than he would have felt by keeping his wallet zipped.
I have special memories of people who have sold brilliantly.
Here is a complete toolkit for implementing one of my most powerful and versatile techniques, The Conversation Contract™. Leading psychologist Thomas Harris, author of the bestselling I’m OK–You’re OK, developed the basic process to help people conduct the most important and stressful conversations in their lives. I have refined it over the past fifteen years in my work with salespeople, managers, government officials, and CEOs to its present form. You can use it for better meetings, telephone calls, and family interactions.
Start with this video and reinforce your skills with the printouts linked below. You may also want to use my 12 Step Program for productive confrontation by clicking here, Conversations that Make a Difference.
12 Step Program for conducting a difficult, stressful, or frightening conversation
Here is my 12 Step Program for conducting a difficult, stressful, or frightening conversation in a way that will create new possibilities for relationship and action.
Help the other person feel safe. “We’re friends and colleagues now and we’ll still be friends and colleagues after this conversation.” Easy on the relationship, rigorous on the topic.
Get a firm agreement on facts before delving into opinions. Be conscientious about distinguishing facts from opinions. “The client reported several misspellings in the report,” is a fact. “Your work is sloppy,” is an opinion.
Remember, seek first to understand, then to be understood, is Covey’s fifth habit. Listen before you speak. Encouraging the other person to talk first is also a way to get his or her concerns out of his or her head to make room in there for what you have to say.
Ask questions to clarify how it looks to him or her. Stop behaving as though you know what they think; be genuinely curious.
Repeat key points back to him or her to show that you are listening and to verify that you have heard correctly. You do not need to agree with the person’s point of view, but it is helpful to let him or her know you understand and you accept that he or she sees that way right now.
Take responsibility for your own reactions.
It is not responsible to assert, “You are forcing me to double-check all of your reports.” It is more useful to explain, “When I hear a client complain I feel obligated to double-check all of your reports.” See the difference? The first is the voice of a victim making an accusation, one who has reached a firm conclusion about the location of the problem: it’s the other guy. The second is a person making a choice on limited information, one who is eager to consider alternatives.
The simple shortcut from victim to choice is to start sentences with “I” rather than “you.”
Establish the level of trust: sincerity, capacity, competence, consistency, and care. “I know that you can see when a project is suffering from scope creep and that you will let me know about it.”
Explicitly agree on the shared commitment or values e.g., “We both want to preserve the company’s reputation with clients and develop the next generation of project managers”
Point-out what you see as missing or not working. Reach an agreement on the facts of the situation and its threat to our shared commitment.
Explore and create together possible actions to move closer to circumstances consistent with your shared values. Don’t get stuck on your favorite course of action. It is not a solution until both sides take action to make it work.
Make requests and promises.
Establish a structure of accountability for monitoring the agreed actions.
These steps are in sequence, like bricks in a wall. If you are having trouble completing a step, return to the previous step. That is, if you cannot agree on the relevant shared values, talk about trust. If you cannot talk about trust, talk about safety. If you cannot talk about safety, get in touch with your center. Get centered even if you need to take a break and leave the room.
See also, on this blog, step-by-step conversation instructions with video here: The Conversation Contract.
Time Magazine has revealed that the Obama administration is still being advised by one of its crucial campaign resources, Professor Robert Cialdini.
“What if I told you a world-famous team of genius scientists, psychologists and economists wrote down the best techniques for GOTV [Get Out The Vote] scripting?!?! …”
[The script was written by] the Consortium of Behavioral Scientists, a secret advisory group of 29 of the nation’s leading behaviorists. The key guideline was a simple message: “A Record Turnout Is Expected.” That’s because studies by psychologist Robert Cialdini and other group members had found that the most powerful motivator for hotel guests to reuse towels, national-park visitors to stay on marked trails and citizens to vote is the suggestion that everyone is doing it.
“People want to do what they think others will do,” says Cialdini, author of the best seller Influence. “The Obama campaign really got that.”
If your prospects are under age 30, don’t bother with a voice mail. Text, send email, or visit.
Data from uReach Technologies, which operates the voice messaging systems of Verizon Wireless and other cellphone carriers, shows that over 30 percent of voice messages linger unheard for three days or longer and that more than 20 percent of people with messages in their mailboxes “rarely even dial in” to check them …
By contrast, 91 percent of people under 30 respond to text messages within an hour, and they are four times more likely to respond to texts than to voice messages within minutes, according to a 2008 study for Sprint conducted by the Opinion Research Corporation. Even adults 30 and older are twice as likely to respond within minutes to a text than to a voice message, the study found.
Waking up today was a real disappointment, because it interrupted a nice dream.
I was a “right-hand man” for the President of the United States, one of the people who whisper in his ear before he speaks, the person he turns to when he needs something important handled right now, with total reliability.
We–the President and I–were striding into a rally for party leaders in a school auditorium, going towards the front where he would make a speech to clinch their support. The President leaned toward my ear and said, “I want to announce Harry’s endorsement. Go get him.” We were now walking on stage and there was no time to waste, so I had to ask a question. (more…)
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Sales — when done right — is more than a job. It is an art.
Time Magazine has revealed that the Obama administration is still being advised by one of its crucial campaign resources, 
Waking up today was a real disappointment, because it interrupted a nice dream.
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