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Flashcards in To sell is Human Deck (23)
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How to be ?

1. Attunement
2. Bouyancy
3. Clarity


What to do ?

1. Pitch
2. Improvise
3. Serve


Attunement means

is the ability to bring one's actions and outlook into harmony with other people and with the context you are in

require Perspective taking


3 principles of perspective taking

1. Increase your power by reducing it
2. Use your head as much as the heart
3. Mimic strategically


Buoyancy three components

which apply before, during and after any effort to move others
i. Before : Interrogative Self-Talk
ii. During : Positivity Ratios
iii. After : Explanatory Style


Six successors to elevator pitch

i. One Word Pitch
ii. Question Pitch
iii. Rhyming Pitch
iv. Subject Line Pitch
v. Twitter Pitch
vi. Pixar Pitch


Pixar Pitch - Six sentence pitch

2. One upon a time _________. Every day, _____, One Day ____. Because of that, ____. Because of that_____. Until finally _______.


Pitch should answer three things

a. What do you want them to know ?
b. What do you want them to feel ?
c. What do you want them to do ?


Three essential rules of improvisational theater

(1) Hear offers.
(2) Say “Yes and.”
(3) Make your partner look good.


Alternate language of How to be ?

1) astute perspective-taking,
2) infectious positivity,
3) and brilliant framing


Define - Hearing Offers ?

The first principle of improvisation—hearing offers—hinges on attunement, leaving our own perspective to
inhabit the perspective of another. And to master this aspect of improvisation, we must rethink our
understanding of what it is to *listen* and what constitutes an offer.


Why does Improvisation - "Yes and " work ?

This second principle of improvisation depends on buoyancy, in particular the quality of positivity.

Instead of swirling downward into frustration, “Yes and” spirals upward toward possibility


What does third principle of improv—make your partner look good—calls for ?

It calls for, and enables, clarity, the capacity to
develop solutions that nobody previously imagined.

The idea here isn’t to win. It’s to learn. The conversation becomes more of a dance and less of a wrestling match.


Getting to Yes / Principled Negotiation

which proposed that the aim of negotiating shouldn’t be to make the other side lose but, where possible, to help it win.


Downside of Argument

To win an argument is to lose a sale


Sample Exercise for Improv

1. Take Five
a) Designate one day this week to be your slow day.
b) when you have a conversation, take five seconds before responding. Every time

(pausing a few additional seconds to respond can hone your listening skills in much the same way that savoring a piece of chocolate, instead of wolfing)

2. Say “Yes and.”

a) must begin each sentence with “Yes and,” which forces them to build on the previous idea.

b) can’t refute what your colleagues say.

c) you shouldn’t plan ahead. Just say “Yes and,” accept what the person before you offers, and use it to
construct an even better campaign.

Those who say ‘Yes’ are rewarded by the adventures they have. Those who say ‘No’ are rewarded by the safety they attain

3. Play “Word-at-a-time”

a) The hitch: Each person can add only one word and only when it’s his turn
b) this exercise is great for helping you to think quickly and to tune your ears to offers

4. Enlist the power of questions.

a) choose a controversial issue that has two distinct and opposed sides. Before you begin, have your partner decide her position on the issue. Then you take the opposite stance. She then makes her case, but you can reply only with questions—not with statements, counterarguments, or insults.

b) questions must also abide by three rules: (1) You cannot ask yes-no questions. (2) Your questions cannot
be veiled opinions. (3) Your partner must answer each question.

with practice, you’ll learn to use the interrogative to elevate and engage both your partner and yourself

5) Use your thumbs.

a) Group activity that you can use to make a memorable point
b) Raise your thumbs. Now get your partners thumb down
c) Lesson : too often our starting point is competition - win/lose , zero sum approach rather than win/win, positive sum approach of improvisation


Purpose of Pitch

The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea

The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a
participant, and eventually arrives at an outcome that appeals to both of you.


Sample - Pitch

1. Practise the pitches

2. Answer 3 questions

3. Collect other People's pitches and record your own

4. Add a visual

5. Experiment with pecha-kucha

6. Pay attention to sequence and numbers
a) Go first if you are the incumbent, last if you are the challenger
b) Granular numbers are more credible than coarse numbers

7. Ask people to describe your invisible pitch three words


Question Pitch

Use this if your arguments are strong. If they are weak, make a statement. Or better yet, find new arguments


Subject line pitch

Tap principles of
- utility (under conditions of high demand on time),
- curiosity (under conditions of low demand on time) and
- specificity - be ultra specific

Email is a pitch. For it to be sent, first most imp thing is who sent it. Second - subject line


Rhyme pitch advantages

Rhymes boost “processing fluency,” the ease with which our minds slice, dice, and make sense of stimuli.

Rhymes taste great and go down easily and we equate that smoothness with accuracy

In this way, rhyme can enhance reason


Reason for effectiveness of Question pitch

when people summon their own reasons for believing something, they endorse the belief more strongly and
become more likely to act on it.

When I make a statement, you can receive it passively. When I ask a question, you’re compelled to respond,
either aloud if the question is direct or silently if the question is rhetorical

By making people work just a little harder, question pitches prompt people to come up with their own reasons
for agreeing (or not).


One word pitch

Great for short attention span. Only way to be heard is to be break brevity to its breaking point.