Buchzusammenfassung
Daniel H. Pink is an American author and speaker known for his work on motivation, behavioral science and the changing world of work. In addition to his books, he has given speeches and lectures on these topics.
The main idea of the book is that the ability to persuade others is becoming increasingly important in various aspects of our lives. To be successful in this, it is necessary to adopt the new principles of sales (Attunement, Buoyancy and Clarity) and to become skilled in pitching, improvising and serving.
What is the current state of sales?
Sales or influencing others is now a part of almost every profession.
Honesty and service are now the fundamental principles of sales.
What are the new principles of sales?
Attunement: Understanding others' perspectives to effectively influence them.
Buoyancy: Overcoming rejection before, during and after it occurs.
Clarity: Influencing others by helping them see their challenges and solutions more clearly.
What are the essential skills for influencing people today?
Modern pitches need to be brief and captivating.
Use techniques from improvisational theater in your sales strategies.
To successfully influence others, make your efforts personal and purposeful.
“Asking “Why?” can lead to understanding. Asking “Why not?” can lead to breakthroughs.”
“We have three innate psychological needs—competence, autonomy, and relatedness. When those needs are satisfied, we’re motivated, productive, and happy.”
“Greatness and nearsightedness are incompatible. Meaningful achievement depends on lifting one's sights and pushing toward the horizon.”
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