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October 6 - October 6, 2019
Find the one percent.
percent.” Don’t get lost in the crabgrass of details, he urged us. Instead, think about the essence of what you’re exploring—the one percent that gives life to the other ninety-nine.
The catchers took passion, wit, and quirkiness
ones. If the catcher categorized the pitcher as “uncreative” in the first few minutes, the meeting was essentially over even if it had not actually ended.
The most valuable sessions were those in which the catcher “becomes so fully engaged by a pitcher
“Once the catcher feels like a creative collaborator, the odds of rejection diminish,”
isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation,
The McKinsey Global Institute estimates that the typical American hears or reads more than one hundred thousand words every day.
six promising successors to the elevator pitch—
The question pitch
“Are you better off now than you were four years ago?”
when the underlying arguments were weak, presenting them in the interrogative form had a negative effect.9
3. The rhyming pitch
acquit.” The jury exonerated Simpson—and one reason was Cochran’s
Participants rated the aphorisms in the left column as far more accurate than those in the right column,
4. The subject-line pitch
every e-mail we send is a pitch. It’s a plea for someone’s attention and an invitation to engage.
People were quite likely to “read emails that directly affected their work.” No
they had moderate levels of uncertainty about the contents, i.e. they were ‘curious’ what the messages were about.”
People opened useful messages for extrinsic reasons; they had something to gain or lose. They opened the other messages for intrinsic reasons; they were just curious. Ample research has shown that trying to add intrinsic motives on top of extrinsic ones often backfires.16
that subject lines should be “ultra-specific.”
5. The Twitter pitch
6. The Pixar pitch
Once upon a time ______________________________. Every day, _______________. One day _________________________. Because of that, ___________________. Because of that, _______________________. Until finally ___________________. Take, for example, the plot of Finding Nemo:
For example, keep a pitch notebook. With a small notepad or on your smartphone, jot down the great pitches you hear as you’re moving through the world—
short video messages by e-mail, which you can do almost effortlessly, and usually for free, on QuickTime
A pecha-kucha presentation contains twenty slides, each of which appears on the screen for twenty seconds. That’s it. The rules are rigid, which is the point.
Since its introduction in 2003, pecha-kucha has spread like a benevolent virus and metamorphosed into an international movement.
www.pecha-kucha.org.
Go first if you’re the incumbent, last if you’re the challenger. In competitive sales presentations, where a series of sellers
Granular numbers are more credible than coarse numbers.
is Cathy Salit. Back in 1970, she dropped out of eighth grade and started her own school on Manhattan’s Upper West Side.
When he’s finished, I have to respond. But not yet. I begin counting down the seconds in my head. Fifteen. Fourteen. Thirteen. No breaking eye contact. Twelve. Eleven. This is agonizing. Ten. When will the madness end?
her ability to listen without listening for is what allows the scene to move forward.
“ ‘Yes and’ isn’t a technique,” Salit says. “It’s a way of life.”
If you train your ears to hear offers, if you respond to others with “Yes and,” and if you always try to make your counterpart look good, possibilities will emerge.
Epictetus said, “Nature hath given men one tongue but two ears, that we may hear from others twice as much as we speak.”
Sales trainers, take note. This five-minute reading exercise more than doubled production. The stories made the work personal; their contents made it purposeful. This is what it means to serve: improving another’s life and, in turn, improving the world. That’s the lifeblood of service and the final secret to moving others.
over, will the world be a better place than when you began? Servant selling is the essence of moving others today.
Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience.
“Why not always act as if the other guy is doing the favor?”
