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.
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.
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?
I happen to be extremely left-brained; my instinct is to draw a chart rather than a picture. I’m trying to get my right-brain muscles into shape. I actually think this shift toward right-brain abilities has the potential to make us both better off and better in a deeper sense.
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.
I think people get satisfaction from living for a cause that’s greater than themselves. They want to leave an imprint. By writing books, I’m trying to do that in a modest way.
A lot of white-collar work requires less of the routine, rule-based, what we might call algorithmic set of capabilities, and more of the harder-to-outsource, harder-to-automate, non-routine, creative, juristic – as the scholars call it – abilities.
A lot of times when you have very short-term goals with a high payoff, nasty things can happen. In particular, a lot of people will take the low road there. They’ll become myopic. They’ll crowd out the longer-term interests of the organization or even of themselves.
In economic terms, we’ve always thought of work as a disutility – as something you do to get something else. Now it’s increasingly a utility – something that’s valuable and worthy in its own right.
Intrinsic motivation is conducive to creativity; controlling extrinsic motivation is detrimental to creativity.
Studying design has made me a much, much more astute observer of this aspect of business. And I’m working mightily to improve my empathic skills. I’ve dramatically improved my ability to read facial expressions – and I’m trying to be a better, more attentive listener.
If you create something, whether it’s a painting or a company, I think if you care about it, you have some obligation to go out and tell people about it.
What’s important now are the characteristics of the brain’s right hemisphere: artistry, empathy, inventiveness, big-picture thinking. These skills have become first among equals in a whole range of business fields.
Human beings are natural mimickers. The more youre conscious of the other sides posture, mannerisms, and word choices – and the more you subtly reflect those back – the more accurate youll be at taking their perspective.
Large companies are not going to disappear. Multinational companies with tens of thousands of employees are not going to disappear. In fact, many of them are getting larger because they can benefit from economies of scale.
I don’t think it’s a Western thing to really talk about intrinsic motivation and the drive for autonomy, mastery and purpose. You have to not be struggling for survival. For people who don’t know where their next meal is coming, notions of finding inner motivation are comical.
Symphony is the ability to see the big picture, connect the dots, combine disparate things into something new. Visual artists in particular are good at seeing how the pieces come together. I experienced this myself by trying to learn to draw.
What do artists do? Artists give people something they didn’t know they were missing: a dance, a piece of music, a painting, a piece of sculpture. Catering to that need is the best business strategy.
We live in a world of breathtaking material plenty. That has freed hundreds of millions of people from day-to-day struggles and liberated us to pursue more significant desires: purpose, transcendence, and spiritual fulfillment.
It’s a question we all ask ourselves. What have we done lately? It rattles us each birthday.
Financial firms are sending their back-office jobs overseas. But what do fine artists do? They create something new, unexpected, and delightful that changes the world. MFA abilities are harder to outsource and more important in an abundant world.