Not your reasons

Top salespeople are familiar with this concept by @Daniel Pink, and it is more than worth a share — “We tend to think that persuasion or motivation is something that one person does to another. And what the social science tells us very clearly is that it’s really something that people do for themselves. And your job as a persuader, as a motivator, is to RESET THE CONTEXT and surface people’s OWN reasons for doing something, because it works a lot better.”

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