We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.
Daniel H. PinkRewards can deliver a short-term boostโjust as a jolt of caffeine can keep you cranking for a few more hours. But the effect wears offโand, worse, can reduce a personโs longer-term motivation to continue the project.
Daniel H. PinkEmpathy 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.
Daniel H. PinkTo sell well is to convince someone else to part with resourcesโnot to deprive that person, but to leave him better off in the end.
Daniel H. PinkQuestions 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?
Daniel H. Pink