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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.

Daniel H. Pink

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Daniel H. Pink
Age: 60
Born: 1964
Born: January 1
Author
Journalist
Writer
Daniel Pink
Dan Pink
Industry
Salespeople
Talent
Expertise
Either
Sales
Success
Failures
Natural
Rejection
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Even
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Rejections

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It's nothing short of a whole new brain... animated by a different form of thinking and a new approach to life.
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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.
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But in the end, mastery involves working and working and showing little improvement, perhaps with a few moments of flow pulling you along, then making a little progress, and then working and working on that new, slightly higher plateau again. It's grueling, to be sure. But that's not the problem that's the solution.
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Empathy is about standing in someone else's shoes, feeling with his or her heart, seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it makes the world a better place.
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For artists, scientists, inventors, schoolchildren, and the rest of us, intrinsic motivation-the drive to do something because it is interesting, challenging, and absorbing-is essential for high levels of creativity.
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Wikipedia represents a belief in the supremacy of reason and goodness of others.
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Intrinsic motivation is conducive to creativity controlling extrinsic motivation is detrimental to creativity.
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Newtonian physics runs into problems at the subatomic level. Down there--in the land of hadrons, quarks, and Schrödinger's cat--things gent freaky. The cool rationality of Isaac Newton gives way to the bizarre unpredictability of Lewis Carroll.
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Experimentalists never know when their work is finished.
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Abstract thinking leads to greater creativity... But in our businesses and our lives, we often do the opposite. We intensify our focus rather than widen our view.
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For many of us, the opposite of talking isn't listening. It's waiting. When others speak, we typically divide our attention between what they're saying now and what we're going to say next - and end up doing a mediocre job at both.
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Carry a notebook and write down examples of good and poor design. After a week, you'll begin to realize that nearly everything is the product of a design decision.
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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?
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The future belongs to a very different kind of person with a very different kind of mind - creators and empathizers, pattern recognizers and meaning makers.
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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.
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It's a question we all ask ourselves. What have we done lately? It rattles us each birthday.
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The monkeys solved the puzzle simply because they found it gratifying to solve puzzles. They enjoyed it. The joy of the task was its own reward.
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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.
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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.
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