Both selling and influencing suffer from the similar misconception that success requires you to aggressively or cleverly push a product or idea. This misunderstanding leads to inappropriate behaviors. For example, people can become evasive, “pushy,” and aggressive, or overly talkative and agreeable. Selling and influencing depends on getting behavior right, by moderating openness and assertiveness with warmth and competence. Combined with a great product or brand, this goes a long way to building customer loyalty.
Benjamin, is this your report card?” my mother asked as she picked up the folded white card from the table. “Uh, yeah,” I said, trying to sound casual. Too ashamed to hand it to her, I had dropped it on the table, hoping that she wouldn’t notice until after I went to bed. It was the first report card I had received from Higgins Elementary School since we had moved back from Boston to Detroit, only a few months earlier. I had been in the fifth grade not even two weeks before everyone considered me the dumbest kid in the class and frequently made jokes about me. Before long I too began to feel as though I really was the most stupid kid in fifth grade. Despite Mother’s frequently saying, “You’re smart, Bennie. You can do anything you want to do,” I did not believe her. No one else in school thought I was smart, either. Click Here To Download The Book

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