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Want to feel |
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Want to avoid |
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Tip 269: Appeal to self-interest. |
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Yes, people do make decisions for the good of motherhood, apple pie, and country. But they feel an even stronger tug when the decision has something in it for them personally. So, don't just tell the manager that the new computer network will save the company over $400,000 in maintenance support during the next five years. Show how it will speed up preparation of the department's audit report and help get the paperwork off the manager's own desk. The more personal the benefits, the stronger the tug. |
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Tip 270: Create immediacy. |
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A father may read in the newspaper that insurance companies are going bust right and left, and he'll shake his head with regret and turn the page. But let his college-age son interview for his first job with an insurance company and the father will clip that news story to send to his son, along with a note to "check this out before you accept that job." |
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