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Psychologist Richard Wiseman created a study using waiters to identify what was the more effective method of creating a connection with strangers: mirroring or positive reinforcement. One group of waiters, using positive reinforcement, lavished praise and encouragement on patrons using words such as “great,” “no problem,” and “sure” in response to each order. The other group of waiters mirrored their customers simply by repeating their orders back to them. The results were stunning: the average tip of the waiters who mirrored was 70 percent more than of those who used positive reinforcement.
Never Split the Difference
Chris Voss and Tahl Raz
One misconception about highly successful cultures is that they are happy, lighthearted places. This is mostly not the case. They are energized and engaged, but at their core their members are oriented less around achieving happiness than around solving hard problems together. This task involves many moments of high-candor feedback, uncomfortable truth-telling, when they confront the gap between where the group is, and where it ought to be. Larry Page created one of these moments when he posted his “These ads suck” note in the Google kitchen. Popovich delivers such feedback to his players every day, usually at high volume.
The Culture Code
Daniel Coyle
Selling Your Ideas Through Sheets Of Paper
Summary:
To make a positive first impression at events like South by Southwest, don't try to sell someone in person.
Instead, hand them a well-crafted pitch on a folded piece of paper and include your phone number. Leaving a memento and acknowledging their busy schedule can also help make a good impression.
Transcript:
Speaker 1
How do i make a positive first impression? Your job at south by southwest is to not make a bad impression. Oeh. Because if all you're doing is trying to sell someone, there are many different ways to do it, aside from coming to south by southwest. What i would recommend, especially ini an instance where you're trying to reach, say, an alister, write somebody who's getting mobbed and pitched all day long, like an anthony bordan, Or whoever it might be, don't try to give the pitch in person. Give them a folded up piece of paper with a page that you've painstakingly crafted. That is the perfect pitch. Include your phone number. You'd be surprised how many v ip folks like to call. Folks we esciped have a conversation. Is supposed to send you their personal emal for instance, don't make an impression. Leave a memento. Just say, hey, i realize you're super busy agout this long line of people. You're under a lot of pressure. I've thought about this. I think this will be of great interest to you.
#99 — How to Build a World-Class Network in Record Time
The Tim Ferriss Show
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