Dan Pink: Top TED speaker shares his tips on selling, timing and keeping things short.
The Essential Pitch
Imagine being in the top 20 speakers ever on TED.com! Well, Dan Pink is no.16 on the all time list. He's sold millions of books about selling and persuasion, and has recently launched his own course at Masterclass.com. Dan is a true sales and pitching guru, with multi million selling books such as To Sell is Human, and Drive giving his unique research-based insights into moving people to the next level. Find out more about Dan pink at danpink.com Get help with your pitch HERE Find out more about your host David Beckett at Best3Minutes.com, and on LinkedIn
BEST OF: Dan Pink on coming up with great titles for projects, how he structures his working days, and why he doesn’t believe in willpower
How I Work
***BEST OF HOW I WORK*** I'm currently taking a few weeks off, so today's episode is a Best Of episode. I've gone back through the archives of the last 2.5 years of hosting How I Work and picked out my absolute favourite episodes! My guest today is Dan Pink. Dan is the author of six bestselling books, including Drive, A Whole New Mind, and his latest book "When: The Scientific Secrets of Perfect Timing", which has spent four months on the New York Times bestseller list. You might also be familiar with Dan through his TED talk about the surprising science of motivation, which has been viewed over 20 million times. I am a big Dan Pink fan so I was very excited to be able to chat with him. I think he has such a knack for dissecting complex science and finding a way to make it not just accessible, but memorable and impactful for his readers. We cover a bunch of things during this chat, including: How Dan works out whether an idea is great or whether it stinksHow the idea behind his latest book "When" came to beThe importance of the structure of a book, and Dan’s approach to mapping out a book’s structureDan’s process for coming up with the title for a book or projectHow he came up with the title for Adam Grant’s bestselling book Give and TakeWhy Dan structures his work day into three distinct sectionsWhy Dan isn’t a big believer in willpowerHow Dan constructs his working environment to make it easy to stay off digital distractionsDan’s approach to radically reducing the amount of emails he receivesHow Dan decides what to say yes to and what to say no toDan’s approach for saying no politelyDan’s process for translating a book into a keynote speechWhy Dan asks his wife to read his books out loud to him during the editing process Find out more about Dan at danpink.com and subscribe to his newsletter right here. And you can check out his latest book When here. For comprehensive show notes on this episode, go to: https://www.amanthaimber.com/podcast Get in touch at firstname.lastname@example.org If you are looking for more tips to improve the way you work, I write a short monthly newsletter that contains three cool things that I have discovered that help me work better, which range from interesting research findings through to gadgets I am loving. You can sign up for that at http://howiwork.co See acast.com/privacy for privacy and opt-out information.
Bestselling Author Dan Pink on The Scientific Secrets of Perfect Timing
The Future of Work With Jacob Morgan
Dan Pink is the bestselling author of six books including Drive, To Sell is Human, and his newest book, When: The Scientific Secrets of Perfect Timing. In 2019 London based Thinkers 50 named Dan the 6th most influential management thinker in the world. He has contributed to Fast Company, Wired, The New York Times, Slate and others. And prior to working on his own, he worked in several political positions, including chief speechwriter for Vice President Al Gore from 1995-1997. Dan has been writing for around 20 years and a lot has changed in the world of work since he first began. But his first book was actually ahead of the game back in 2001 when he wrote Free Agent Nation: How America’s New Independent Workers Are Transforming the Way We Live. He recognized the trend before the iPhone came out and just a few years after broadband internet. Now the numbers have risen quite a bit and we are seeing a lot more people go off to work for themselves, thanks to advances in technology and the changing relationship between organizations and individuals. And now with the pandemic and we are seeing a lot of people make career transitions and try to do their own thing. As Dan shares, one of the interesting things that has come about from Covid-19 is the quick move to remote work for so many people. Companies who pushed back on work from home situations for so long because they thought it would never work were forced overnight to set employees up to work remotely. And Dan believes that is a potentially significant, lasting change that will make remote working much more normalized. The science of time Dan’s newest book, When, came about while he was trying to figure out the best way to work from home and be productive. He wanted to know when to do work, when to do certain tasks, when to start a project and when to abandon a project, etc… And while he was researching the topic of perfect timing he realized there was a lot of information available, but it was all over the place. And he found that contrary to common belief timing is not an art, it is really a science. He says, “It wasn't simply, you know, in one domain, it wasn't simply saying in economics. It was in economics, it was in social psychology, but it was also in anthropology, it was in linguistics, it was in molecular biology, it was--there's a whole field called pronto biology. It was in epidemiology. It was in anesthesiology. I mean, there's like, you know, all these different fields and so it took me two years to go through the research.” But what he found over the course of the two years of research has helped him find the best timing for different tasks and allowed him to find his optimal schedule for productivity. How to optimize productivity (32:52) Through his research Dan found that spread over the various fields that have studies on time was the conclusion that our performance changes throughout the day. The day turns out to be pretty fundamental and our brain power does not remain constant during the course of a day. We all have daily high points and daily low points that we need to pay attention to. Understanding these basics can help us make better decisions about when to do certain tasks during the day. One example of this change in performance comes from a study of students in Denmark who took a standardized test. They all had to take the test on computers, but the school didn’t have enough for everyone to take the test at the same time. So some students took the test in the morning and others took it in the afternoon. And the test results showed that the students who took the test in the afternoon scored systematically lower than the students who took it in the morning. Their scores looked as if the students had missed two weeks of lessons. There are also studies in hospitals that show that handwashing in hospitals deteriorates significantly in the afternoon. And anesthesia errors are four times more likely at 3pm then they are at 9am. As Dan shares, “I mean, over and over again, just about every dimension of performance, you see systematic differences in performance based on time of day. And so while you might not always be able to control your schedule, most of us don't have full control over our schedule. It isn't simply the case that these differences are meaningless or that a cup of coffee can cure it. You actually want to take a much more thoughtful, intentional, systematic approach to when you do things in the course of the day.” How should we structure our day? Based on the findings from Dan’s research it appears there are three types of people. Those who rise naturally early (larks), those who naturally sleep late and wake up late (owls), and people who are in the middle (third birds). Most people are in the middle. And there are multiple tests you can take and instruments to help figure out where you are on the scale, but Dan gives one simple way to figure out which one you are. First, think about when you would ideally go to sleep, if you had a free day and you didn’t have anything that would require you to sleep at a certain time. Naturally when would you like to fall asleep. Then think about when you would ideally like to wake up in the morning, again if nothing was causing you to wake up (kids, work, noise, etc..). When would you ideally wake up? Then using those two times find the midpoint of sleep. For example, maybe you would ideally like to go to sleep at midnight and wake up at 8am. Your midpoint of sleep would be 4am. Now if your midpoint of sleep is before 3:30am you are probably a lark. If the midpoint of sleep is after 5:30am you’re probably an owl and if your midpoint is between 3:30am and 5:30am you are probably a third bird in the middle. People in the middle tend to be larkey, but not a full fledged lark. So taking that information you can find out how to start experimenting to get to your ideal productivity. We all move through the day and experience three periods of time: Peak--the time when we are most vigilant and productive. We are best able to avoid distractions during this time. This is when you should focus on analytic work that requires heads down focus and attention. For larks and third birds this is early in the day. For owls this is late afternoon. Trough--This is a terrible time of day when we see drops in performance. This is when you want to do basic administrative work or work that doesn’t require massive brain power or creativity. Recovery--For 80% of us we hit this point in late afternoon/early evening. This is when our vigilance is down, but our mood is up. This gives us a mental looseness that is good for insight tasks. During this time focus on creative problem solving or things that require divergent thinking. Even though we can loosely map out the periods of time, not everyone’s daily schedule will be the same. There is no magic routine that works for everyone. There are some out there who say things like you need to wake up at 5:30am to start your morning routine for a successful day. Don’t try to copy and paste what someone else is doing. Experiment with your daily schedule and see where your peak, trough, and recovery happen and work your day around what works best for you. What to do if you don’t control your own schedule For those of us who make our own schedules, this can be easy to experiment with and discover. But for a majority of people their schedule is created by the manager or other leaders inside the organization. So what can you do if you don’t control your schedule? Dan suggests that in this situation you talk openly and honestly with your manager. Let them know these are the hours I am most productive in so I would like to save that time for the most intensive projects. He gave an example of a guy in Philadelphia who realized he did his best work right away in the morning, but every day the manager had him scheduled in back to back meetings from 9am to 11am. So he talked with the manager and wanting to allow the employee to be productive, they changed things up to make it work. Also, make the most of the margins you can. Maybe you don’t have full control of your schedule, but maybe there is a half hour during your peak time that you can get good work done. Don’t squander that time using social media, answering routine emails, or talking to a coworker, use it when you can. How to get over a slump Another aspect of timing that has an affect on us is beginnings, middles, and ends. And the peculiar thing about midpoints that Dan found in his research is that they can have dual effects. Sometimes they can drag us down and sometimes it fires us up. Dan gave an example he found from Jonah Berger and Devin Pope based on a study done with the NBA. What they did was they looked at the score of games during halftime and how it worked at predicting the end score of the game. And what they found was teams who were leading at halftime were more likely to win. But there was an exception. Teams that were trailing by one point at halftime were more likely to win than teams who were ahead by one point at halftime. Being just slightly behind gave players more motivation while being slightly ahead allowed players to feel complacent. This is the same way in our work. So what we should do is acknowledge the midpoints, imagine you’re a little behind and let it fuel your motivation, let it wake you up rather than let you rollover and become complacent. Advice for leaders who want to be more mindful of employees’ time So what can leaders do with this information to help employees get the most of their peak time? First of all, Dan says leaders need to recognize that their team’s brainpower doesn’t remain constant over the course of the day. And that when people do certain tasks has a material effect on their performance so you have to be intentional about it. He says, “These leaders are intentional about what to do, they all have to do lists and strategic plans and all that. They're intentional about how they do stuff because they have, you know, they have coaches, they have learning and development and training departments. They're intentional about who does stuff because they have an HR department that hires people. But when it comes to when they do stuff as leaders or when their team does stuff, they think it doesn't matter. And it matters. Evidence is overwhelming that it matters. So my best advice is to give the “when” a seat at the table.” Also, be aware that every project has a beginning, a middle, and an end and all of these points have an effect on us. Picking the right date for a project to start gives you a better chance. And pay attention to the midpoint and let it motivate your team instead of letting it discourage them. Be intentional about timing and the effect of time. Because whether or not you pay attention to it you make a choice. We either make choices intentionally or our timing decisions happen by default.
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy Learn more about your ad choices. Visit megaphone.fm/adchoices
Tal Zvi Nathanel, CEO of Showfields and Dan Pink, NYT best selling author share their insights on retail experience, working and adapting in the COVID-19 era
The Voice of Retail
Welcome to the The Voice of Retail, I’m your host Michael LeBlanc, and this podcast is brought to you in conjunction with Retail Council of Canada On this episode Tal Zvi Nathanel, CEO of Showfields in New York City returns to the podcast to catch us up on how the thinking that created “the most interesting store in the world” and certainly the retail concept that had attendees and pundits at January’s NRF Big Show buzzing has adapted to the COVID-19 crisis. We talk about the key foundational principles that helped them navigate the early weeks of the crisis, their pivot onto online, and now with their store re-opened in New York and pending in Miami, what his retail concept focussed on experiential retail looks and acts like in the COVID era. Next from Washington D.C. Dan Pink, New York Times best selling author of six provocative books about business and human behavior is my special guest. Dan and I catch up after meeting over ten years ago and talk about the trends and threads of narrative that he was thinking in “the time before”, and now how the COVID crisis has changed retail, business, society and how we work potentially forever. But first, lets check in with Tal from Showfields ****** Thanks to Tal and Dan for being my guests on this episode. If you liked this podcast you can subscribe on Apple iTunes or your favourite podcast platform, please rate and review, and be sure and recommend to a friend or colleague in the retail industry. I’m Michael LeBlanc, Founder and President of M.E. LeBlanc and Company Inc. and you can learn more about me on www.meleblanc.co or of course on LinkedIn Until next time, have a safe week!
5-21 To Sell Is (Still) Human, with NYT Bestselling Author Dan Pink
Shared Practices | Your Dental Roadmap to Practice Ownership | Custom Made for the New Dentist
In our post COVID world, we reach back to an interview recorded in 2019. Our guest Dan Pink is the author of the New York Times Bestsellers 'Drive', 'When' and more. His research for 'To Sell Is Human' is perhaps even more relevant now than when published. Dan and Richard discuss persuading, convincing, motivation, autonomy, and more in a time we need these skills most. ** http://go.sharedpractices.com/lendeavor
Dan Pink is the author of six outstanding books about business and human behavior. His books include the long-running New York Times bestsellers When and A Whole New Mind — as well as Drive and To Sell is Human. Dan’s books have won multiple awards, have been translated into 40 languages, and have sold millions of copies. Before venturing out on his own 20 years ago, Dan worked in several positions in politics and government, including serving from 1995 to 1997 as chief speechwriter to Vice President Al Gore. He did his undergrad at Northwestern and a JD from Yale Law School. He has also received honorary doctorates from Georgetown University, the Pratt Institute, and a few others. He is a die hard baseball fan rooting for the Washington Nationals baseball fan... DC, with his family. Dan says, “We are all in sales now. And yet for some the mere mention of “Sales” conjures up images of the typical pushy—even “can’t trust him as far as I can throw him — car salesman who approaches you with fake enthusiasm upon visiting any given dealership. Some of us can sell snow to an eskimo…but for others, it ranks up there with public speaking as one of their least favorite things to do. Is being good at sales something we’re born with? Or can it be learned. If what Dan says is right—that we’re all in Sales now, I guess we should hunker down and figure this out.
TLP194: Dan Pink (Part III/III): To Be Great, You Have to Be Good
The Leadership Podcast
This is the final episode with Dan Pink, and the discussion was far-reaching. Leaders are most effective when asking great questions, and listening intently to truly understand other perspectives and points of view. Dan also discusses the moral obligation to help others get ahead, and to develop people with intention. As we face future challenges - technological and others - it’s important to think across different disciplines with unbridled curiosity and an openness to other points of view. Key Takeaways [1:10] When should a leader fall on their sword? People have fewer regrets about doing the right thing than they have about making accommodations against doing the right thing. [4:35] Dan shares some of his favorite questions that he’s received/asked over the years. [7:25] When you ask ‘what’ questions vs. ‘how’ questions, people tend to give you more forward-facing answers. [9:00] A good question to ask is, “What problems do people bring you to solve?” [11:35] Dan believes to be successful you need to have a mix of effort, good taste, luck, and social advantage. [16:10] As a successful person and leader, you have a moral obligation to help those behind you. [19:30] Do we get the incentives wrong when it comes to encouraging good behavior? Dan’s answer is that it depends on the organization and its structure. [23:20] When it comes to the educational piece, Dan believes it’s important to teach people to think across different disciplines. [24:45] Can someone be both a good man and a great man? Dan thinks in order to be great you have to be good. Quotable Quotes “A leader who has their team’s back establishes psychological safety.” “People have fewer regrets about doing the right thing than they have about making accommodations against doing the right thing.” People need two very basic things: Freedom to think, and freedom to learn. Where to follow Dan Pink Twitter: @DanielPink Facebook: @DanielHPink Website: DanPink.com Resources and Books Mentioned When: The Scientific Secrets of Perfect Timing, by Daniel H. Pink A Whole New Mind: Why Right-Brainers Will Rule the Future, by Daniel H. Pink Drive: The Surprising Truth About What Motivates Us, by Daniel H. Pink To Sell is Human: The Surprising Truth About Moving Others, by Daniel H. Pink Free Agent Nation: The Future of Working for Yourself, by Daniel H. Pink Leaders: Myth and Reality, by Jason Mangone, Jeff Eggers, and Stanley A. McChrystal Team Of Teams: New Rules of Engagement for a Complex World, by General Stanley A. McChrystal My Share of the Task: A Memoir, by General Stanley A. McChrystal Authentic Leadership: Rediscovering the Secrets to Creating Lasting Value, by Bill George Courage: The Backbone of Leadership, by Gus Lee with Diane Elliott-Lee Dr. Vivek Murthy Everybody Lies: Big Data, New Data, and What the Internet Can Tell Us About Who We Really Are, by Seth Stephens-Davidowitz Successful Aging: A Neuroscientist Explores the Power and Potential of Our Lives, by Daniel Levitin “The Lesson to Unlearn,” by Paul Graham Salesbrain.com How Will You Measure Your Life? by Clayton Christensen The Fearless Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth, by Amy Edmondson Good Boss, Bad Boss: How to Be the Best... and Learn from the Worst, by Robert I. Sutton, Ph.D. The Leadership Podcast is Sponsored by: Cultivate Grit. Amplify Action. The Self-Reliant Leadership® Manifesto reveals the Three Pillars of a Self-Reliant Leader, which encompass the character attributes, interpersonal skills, and levers required to lead today’s workforce. Get your free copy HERE. Free downloads of Quick Reference Guides on Delegation, Time Management, Sales, and more. ~~~~~ ~~~~~ Strategic Partners The Leadership Podcast is proud to announce a new initiative with thoughtLEADERS to provide very short podcasts called Chalk Talks. They’re bitesize hacks on common (but challenging) leadership issues. Interested in learning more? You can only access the Chalk Talks by subscribing to our mailing list at The Leadership Podcast. Beyond the Uniform offers over 300 free episodes to help military Veterans succeed in their civilian career. This includes overviews of potential career paths, deep dives on necessary skills to succeed, and reviews of other free services that support the military Veteran community. You can find more info at BeyondTheUniform.org.