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.
Before I could reply, there was a command: “Come straight to the Residence.” Even though Colonel Mustapha Dennis Onoyiveta, aide de camp (ADC) to President Umaru Musa Yar’Adua, and I were friends and often took liberties with each other, the tone with which he spoke on that night of May 5, 2010, was rather unusual. Curiously, I had just left the same Residence (the official home of the president) where I was to keep an appointment with the First Lady, who, as soon as I arrived, was called upstairs. By the time Mustapha’s call came, I was at my apartment to dismiss the PHCN official I had earlier invited to rectify an electrical fault. While I felt a bit irritated by the commanding tone in his voice, I nonetheless heeded the colonel’s instruction and returned back to the Residence. Click to Download

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