CHAPTER 6Why-I-Am-Here Stories
WHEN YOU ASK people to listen to you, there is a little voice in their heads that wonders, “What’s in it for you?” Most people assume if you have taken time, effort, and money to ask them to do something, you are getting something out of it. They don’t mind that you get paid to “sell” ideas or products. If you do not earn money out of the deal, they will, with evidence, buy into altruism. Regardless, there is an internal sense of fairness that judges the ratio of what you get out of this exchange in comparison to what they get. Even when people know they can get exactly what they want, they scan the deal for any evidence that you might be using them to get more than your fair share (completely subjective). Any sniff ...
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