Whats In It For Me

A government employee spends hours sorting files to get his daily wage. A philanthropist donates huge sums to charity in order to get that

"good-feeling." A missionary worker travels into jungles to achieve a divine sense of fulfillment. A chief executive duels with tremendous pressure to acquire a fortune.

We do things because we have something to gain. Whatever this gain is, it is the reason we go through the trouble of stressful labor. The temptation of a reward spurs action.

Understand now the prime importance of those five powerful words. If you can answer "What Is In It For Him." every time you enter a dialogue, you can win over anyone. To win a debate or argument or to gain concessions you must make the other person see that he has something to gain from doing as you ask. Speak of what you want in terms of what your prospect wants. Make him see that agreeing with you file:///D|/pdf/drive.htm (1 of 5) [12/28/2000 1:48:35 PM]

satisfies his self-interest. This principle can be restated in the Leverage Formula:]

Continue reading here: The Top Ten Human Needs Satisfy Them To Gain Compliance

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