Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career Dan Pink Reveals How to Become a Sales and Business Development Ninja
Dan Pink, a New York Times bestselling author known for his insightful works on motivation and persuasion, explores the untapped potential of sales. He emphasizes that nearly everyone can excel in selling, dispelling negative stereotypes. Pink discusses the importance of timing and advocates for the power of small, daily wins over occasional big successes. He also shares his struggles with self-doubt as an author, and the value of embracing resistance in both writing and sales. Ultimately, he redefines selling as a service-oriented activity in today's information-rich environment.
38:42
Dan Pink's Panic Attack Story
- Dan Pink experienced a panic attack during his first book manuscript deadline due to fear of not finishing on time.
- He overcame it by taking a break, resting, then returning to work with focus on small progress.
Beat Resistance with Small Wins
- Beat resistance daily by focusing on making progress, even if just a small step.
- Writing one paragraph is better than zero; consistent effort over time wins.
Sales as Expert Service
- Everyone is involved in sales, often by persuading or convincing others, regardless of their profession.
- Modern sales require expertise akin to management consulting, solving problems clients may not even recognize.
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Intro
00:00 • 2min
Redefining Sales Mindset and Effective Communication
02:00 • 2min
Building Effective Business Development Habits and Mindset
04:24 • 2min
Navigating Challenges in Writing and Sales
06:42 • 20min
Cognitive Cycles and Productivity
27:10 • 10min
The Power of Small Wins in Personal and Professional Growth
36:47 • 3min
To Sell as Human
To Sell as Human
Surprising Truth About Moving Others
Dan Pink
'To Sell Is Human' by Daniel H. Pink redefines selling as a fundamental aspect of human interaction rather than a specialized professional activity.
Pink argues that in today's world, everyone is a salesperson, whether they realize it or not.
The book explores the principles of persuasion, influence, and understanding others, providing practical tools and strategies for effective communication.
Pink emphasizes the importance of empathy, clarity, and purpose in selling, highlighting how these qualities can lead to more meaningful and successful interactions.
He challenges traditional notions of sales and offers a fresh perspective on how to move others in a genuine and ethical manner.
The book demonstrates that selling is not just about closing deals but about connecting with people and offering solutions to their needs.
The Adventures of Johnny Bunko
The Last Career Guide You'll Ever Need
Dan Pink
The War of Art
Break Through the Blocks and Win Your Inner Creative Battles
Steven Pressfield
In 'The War of Art', Steven Pressfield identifies the internal force of 'Resistance' that hinders creative endeavors.
The book is divided into three sections: 'Resistance: Defining the Enemy', 'Combating Resistance: Turning Pro', and a final section that discusses the role of the muses and the battle between the Self and the Ego. Pressfield provides practical advice on recognizing and overcoming resistance, emphasizing the importance of professionalism, discipline, and continuous work in achieving creative success.
When
The Scientific Secrets of Perfect Timing
Daniel Pink
In 'When: The Scientific Secrets of Perfect Timing', Daniel H. Pink draws on extensive research from psychology, biology, and economics to show that timing is not an art but a science.
The book explores how to use the hidden patterns of the day to build ideal schedules, why certain breaks improve student test scores, how to turn a poor start into a fresh beginning, and the optimal times for various life decisions such as quitting a job, switching careers, or getting married.
Pink synthesizes this research into a readable narrative with practical takeaways and stories, offering readers compelling insights into how to live richer, more engaged lives.
A Whole New Mind
Why Right-Brainers Will Rule the Future
Daniel Pink
In 'A Whole New Mind,' Daniel H. Pink argues that the future belongs to individuals who can master the six essential aptitudes of the right brain: Design, Story, Symphony, Empathy, Play, and Meaning.
As the world transitions from the Information Age to the Conceptual Age, these skills become crucial for professional success and personal fulfillment.
Pink discusses how forces like abundance, Asia, and automation are driving this shift and provides tools, tips, and exercises to help readers develop these essential abilities.
Drive
The Surprising Truth About What Motivates Us
Daniel H. Pink
In 'Drive', Daniel Pink explores the three elements of true motivation—autonomy, mastery, and purpose—arguing that these intrinsic factors are more effective than extrinsic rewards in driving high performance and satisfaction.
Drawing on decades of scientific research, Pink offers practical techniques for fostering motivation in personal and professional settings.
Give to Grow
Invest in Relationships to Build Your Business and Your Career
Mo Bunnell
In 'Give to Grow', Mo Bunnell emphasizes the importance of relationships in long-term business success.
He addresses common mental roadblocks that hinder business development and advocates for a growth mindset grounded in generosity.
The book teaches readers how to solve clients' problems, invest in their success, and build a system to integrate these practices into their busy work lives.
It blends the science of selling with the art of human connection, promoting business growth through meaningful and enjoyable relationships.
The snowball system
Mo Bunnell
Dan Pink, New York Times best selling author of To Sell is Human, discusses the power of sales and why most people have the ability to become master sales people even if they believe selling is not for them. He also breaks down the science behind perfect timing and why small wins everyday are more powerful than the occasional home run when it comes to business development.
- Dan Pink tells the story of how he first became a New York Times best selling author and how even successful authors encounter self doubt.
- Snowballs can be both good and bad. An emotional cascade with small things going wrong consistently creates a negative momentum that can completely derail your life.
- Everybody struggles in some way. Writing a book is extremely difficult and everyday the Resistance is there trying to prevent you from doing what you know you should do. Dan keeps a card on his desk with the words “Beat the resistance” to keep him motivated.
- When you’re in a hybrid sales and business development role it becomes very easy to fall back on the delivery work and let the resistance to focus on business development beat you.
- We’re all in sales in some sense, whether we like it or not. The common perception of selling is that it’s duplicitous or underhanded, but research shows that effective selling is nothing of the sort.
- We are now in a world of information parity where buyers and sellers have the same information, instead of the information asymmetry of the past.
- In the B2B sales world, buyers are gathering more information before ever talking to anyone in sales. There is a premium on expertise as well, with B2B sales basically boiling down to management consulting. The world of B2B sales has become much more intellectually sophisticated and draws on a whole array of different skills. Gone are the days where a good handshake and a good golf game could close a deal.
- Leadership literature in the 1970’s changed the way we think about leaders and introduced the idea of servant leaders, this idea applies to the best sellers as well. Servant sellers serve first and sell next, and by serving customers first it gives you legitimacy to sell and solve their problems.
- People often believe that sales skills are inherent in some people who are born with it. Research shows that being extroverted is not the only way to be able to sell. Introversion and extroversion is a spectrum and people on both extremes were found to be ineffective salespeople. The best salespeople are a mix of both.
- People who are the most extroverted were poor at sales because they talked too much and listened too little. The idea that strong extroverts make better sales people is not true. Most of us are in the middle of the bell curve of introversion/extroversion which means most people have the native personality to be good at sales.
- The distribution varies a little bit by culture, but the vast majority of people fall in the middle of the curve. There aren’t any massive differences between cultures that makes sales an unreachable skill.
- Our cognitive abilities are not equal over the course of a day and we tend to move through the day in three stages: peak, trough, and recovery. Your peak is the best time for analytic work and high focus activity. The trough results in a considerable drop in performance across the board, and your recovery time is best for insight work.
- Most people should be doing analytic work in the morning, routine and administrative reports in the middle of the day, and insight work during the evening. For people in a hybrid role, this schedule can be optimized to fit their goals.
- There are individual variations in the optimal schedule but there are general rules that almost everybody can use to make the best use of their time.
- If you’re looking to better connect with your clients, Dan’s book A Whole New Mind is a great place to start. If you want to think about what motivates others and building a team, Drive is the book to get. If you want to understand how to optimize your schedule and energy When is the place to start.
- Go to danpink.com/pinkcast to get access to Dan’s compressed video insights.
- Dan is a big believer in small wins because they often cascade into something bigger. The real question you should be asking yourself is “What is one small thing I can do today to make things a little bit better?” Starting small and getting small wins is the secret.
- It always comes back to habits. It’s not about big home runs once a year, it’s about small wins every single day. Do things today that your year-from-now self would be happy you did today, and if you do that over and over again it has a cumulative effect.
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