in daniel pink's bestselling book to sell is human, he argues that all of us are in sales. when we have a family meeting about where to vacation, or recommend a course of action at work, we persuade others.
unlike traditional sales gurus, such as og mandino, napoleon hill, or tony robbins, who recommend we tell ourselves how fabulous we are, pink suggests we talk to ourselves the way bob the builder does - in questions.
if you haven't had preschoolers recently, bob is a stop-motion animated guy running a construction company. in his overalls and hard hat, bob is always running into trouble. here's what he says:
can we fix it?
yes we can!
pink argues that recent research shows that when participants used 'interrogative self-talk" in a series of experiments, they achieved more.
why? two reasons:
1. first, asking yourself questions generates helpful feedback. for instance, say you need to make a presentation. if, instead of saying to yourself, "this will be easy!", you ask, "can i make a great pitch?", the question elicits useful feedback, such as, "sure! i've pitched this idea twice before!", or "absolutely, but i spoke too fast last time, so i'll go slower today." it helps you summon useful resources and strategies.
2. questions generate intrinsic motivation - why you are pursuing this goal.
so, here's to useful daniel pink, bob the builder,
last april 15th, bill iffrig was 78 years old and running the boston marathon for the third time. as he neared the finish line, the first of the two bombs detonated, and knocked him off his feet. shortly after this photograph, bill stood up and finished the race.
his time was 4 hours, 3 minutes.
(photo and quotes: runners world)
before he retired, he was a carpenter and mason for 42 years. after work, he built his
I had good rain gear, and even on the worst nights I never got too bothered by the cold, because I enjoyed what I was doing. It took me one year, working every night and weekend. We've lived here ever since.
A few days after returning home from boston, iffrig caught up on his yard work.
A lot of my neighbors hire a yard service, and that's fine, but I like to cut the grass myself. I've always had a lot of energy. I'm not much of one for sitting around. I get home after a 10-mile run, and I look forward to mowing the lawn.
after the deafening bombing, iffrig rose and went 15 more feet, 4th in his age group.
After i finished they brought out a wheelchair. I said, "Why don't you give that to someone who needs it more?" (LA times, april 25, 2013)