Daniel H. Pink is the author of the new book, "Selling people is people - the amazing truth about moving others." Pink wrote the bestselling "drive" and "a brand new mind."
Pink announced that it was time to forget to sell the old ABCs ["forever closed"] and adopt the new ABCs: Attunement, Buoyancy and Clarity. The new ABC tells you how to become. Hone your tone, learn how to improvise and serve, and tell you what to do.
Servant-style leadership is a popular concept, and now Pink introduces servant sales to help you move others
Sales and non-sales sales are ultimately about service, perfunctory customer greetings for store or pizza delivery in more than 30 minutes, although both are important.
It is a broader, deeper, and superior service definition that can improve the lives and world of others. Many people get bigger, more durable things than simply exchanging resources; if we apply two key concepts, it's easy to happen: make it personal and make it purposeful.
1. from
Let it be personalized. from
Radiologists have a lonely career, often sitting alone in dimly lit rooms, or curling up on a computer to read X-rays, CT scans and MRI. Isolation can alleviate their work interest and ultimately reduce their performance when they feel unhuman and mechanical.
300 patients agreed to conduct a study that allowed their photos to accompany their CT scans. Radiologists who observe CT scans through facial photographs report that they are more sympathetic to these patients and more detailed when examining CT scans.
Outstanding radiologists are able to identify "accidental findings"; abnormalities in the scan are not sought by the doctor and are not related to the target disease being treated.
Three months later, the researchers resubmitted 81 CT scans to radiologists who discovered the accident; however, this time, there were no facial photos of the patients [radiologists did not realize they had seen the same scan because they were daily The amount of scanning read].
The results showed that 80% of the accidental findings were not reported when the photos were deleted from the file.
The study shows that for health professionals, they are single-mindedly dependent on the process and algorithm of obscuring humans on the other side of the transaction, which is similar to clinical errors.
Whenever we try to move others, it involves another person; we often ignore human factors in the name of profession and adopt an abstract, distant position.
The value of personalizing it while serving others is two-sided. First of all, you realize that this person is a person. Second, you put yourself behind anything you are trying to sell.
Pink described his experience eating at a famous Italian restaurant in Washington, DC. While waiting in the lobby, he noticed the photo of the store owner and his mobile number. Invite customers to call him directly and provide comments on the service. It conveys the people behind a restaurant that cares about the happiness of its customers.
"Many of us like to say," I have a responsibility, "or" I care. "Pink said," few of us are so determined to serve the other people we are willing to say, "call my cell.
2. from
Let it have a purpose. from
Hospitals are good for infection, and the best way for health professionals to reduce their incidence is to wash their hands. Surprisingly, the frequency of hand washing in US hospital staff is very low.
Researchers conducted experiments with hospital staff to provide three different approaches to the non-sales sales challenge of hand washing.
They were allowed to post signs for two weeks next to the hospital's soap and hand sanitizer gel dispensers. One-third of the logo calls for the health care professionals' own interests: "Hand hygiene protects you from disease."
One-third of the signs emphasize the patient's consequences: "Hand hygiene prevents patients from vaccinating."
The last third used an attractive slogan as a contrast: "Gel In, Gel Out."
The results show that the most effective marker is the second, which attracts the purpose [protecting the patient].
Pink said that emphasizing goals is powerful, but it is often overlooked when we try to move others. We often think that human motivation is mainly from its own interests. However, research shows that we are also due to prosocial or self-transcendence.
We should not only serve, but also use the natural desires of others. When we also have a purpose to make personal work better.
"Servant leadership" is a popular practice based on the premise that leaders are subordinate to followers. Many companies accept this approach, including Starbucks and Southwest Airlines.
Pink said it was time for the servant to sell; based on service first, then sales. To move other people today, it is important to ask if the person you are selling agrees to purchase; will his or her life improve? When you end your interaction, will the world be better than when you started?
On New Year's Day, author Dan Pink hosted an exclusive webinar for the first responder of "Selling People." He endorsed Adam Grant's forthcoming book "Give and Accept." This book highlights providers, recipients and matchers. The giver is by far the most successful. Grant is the oldest tenured and rated teacher at Wharton. "Give and Take" will be released on April 9, 2013. For more information, please visit: http://www.giveandtake.com/
Orignal From: The sale is human Daniel H pink - servant for sale - to make it personalized and purposeful
No comments:
Post a Comment