Last week I attended a lecture on networking I would not have been motivated enough to attend had Professor Sweet not offered extra credit. While I may not be the most experienced student or salesperson, I am confident enough in my ability to sell myself and my experience when meeting strangers. “Why do we need to practice networking? What could we possibly have to discuss for an hour long lecture on networking (aside from what to wear)?” I asked myself. Of course, Wendy Mascio did detail very carefully proper attire for a networking event, but she also emphasized that conveying why you do what you do will be of utmost importance when making connections in the professional world. She referenced a TED talk by Simon Sinek: How Great Leaders Inspire Action.
https://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action/up-next
“People don’t buy what you do; people buy why you do it.” Sinek’s thesis is punctuated in examples of Apple’s success and the power of the Civil Rights Movement. The diagram demonstrate the order inspiring messages take; moving from why, to how, to what.
Just as we discussed in class, Sinek critiques a purely cognitive approach to moving others. Working with the head as well as the heart to first relate to others and communicate why we do what we do is key to persuasion and all successful leadership and sales. Sinek’s diagram reiterates what Pink emphasizes in our reading for class. Relating the ‘why’ demonstrates attunement to the audience better than any detailed description of ‘what’.
I highly recommend watching Sinek’s talk, it is fascinating approach to pondering what makes the most powerful messages we hear today persuasive.
testacr22 
Sales is not just about selling products and services, it’s also about selling ideas and personal relationships!
I was unable to make it to the Wendy Mascio lecture, but I know the TED Talk she referenced very well. Simon Sinek makes excellent points about the “why” of selling products or ideas, but I find it interesting how this was applied to networking. Thinking from that perspective, I would like to give Sinek’s TED Talk another listen, as I think it could be a pivotal framework in the job search. Thanks for sharing!
I never really thought of networking as a sales aspect itself. Simon’s talk emphasized the need for us to create personal relationships with other people in or out of your industry. The first impression is so important when attempting to sell yourself and create those positive networks with other people. Thanks for sharing.
This was an excellent thought piece by Simon Sinek! Quite possibly his best. I’m glad you shared this, as Sinek left a bad taste in my mouth with his talk on millennials. Check it out if you haven’t already! He bashes our generation and makes up malarky on the spot that is entirely unbacked by sources. Sad part is, it went viral on Facebook and has millions of Youtube views. What a schmuck.