Start With Why
The book starts with a comparison of the two main ways to influence human behaviour: manipulation and inspiration. Sinek argues that inspiration is the more powerful and sustainable of the two.
The golden circle
Sinek says people are inspired by a sense of purpose (or "Why"), and that this should come first when communicating, before "How" and "What". Sinek calls this triad the golden circle, a diagram of a bullseye (or concentric circles or onion diagram) with "Why" in the innermost circle (representing people's motives or purposes), surrounded by a ring labeled "How" (representing people's processes or methods), enclosed in a ring labeled "What" (representing results or outcomes). He goes on to speculate about the biological factors behind this structure, such as the limbic system.
Great salespeople always start with Who. Then they move to Why, What, and How. And then eventually to When, and How Much. ... Now once you get to the right Who, Simon Sinek is spot-on about beginning the conversation with Why. The Why is a game changer in selling modern technology.
- Five Ws
- Onion model
- Reflective practice § Borton 1970 – In the 1970s Terry Borton popularized the triad "What?", "So what?", and "Now what?"
- Keith Rogers (Feb 26, 2011). "Air Force helping hone new corps of leaders: Training to help hone new corps of leaders". Las Vegas Review-Journal. Retrieved January 14, 2012.
- Maxwell, Chris (Jan 6, 2017). "Simon Sinek: To grow your business, let go". Director. Retrieved Jan 14, 2017.
- Krogue, Ken. "Simon Sinek Says 'Start With Why,' But Sales Experts Disagree". Forbes. Retrieved 2018-05-01.
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