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  • Bob Burg

“You've basically revolutionized the way we are doing business. . . Your teaching style is very, very effective.”

~ Thomas J. Bartosic, SVP, Career Sales, G.E. Financial Assurance

Posts Tagged ‘How to Win Friends And Influence People’

Want to Influence? Don’t Deny Human Nature

Wednesday, September 17th, 2014

Want to Influence? Don’t Deny Human Nature - Bob BurgLast post we saw that to attain a desired outcome you must first see the situation as it is, not as you wish it were.

Not to be confused with a lack of vision, it’s simply understanding that in order to manifest that vision we must acknowledge current truths.

Want to design a device that flies despite physical universal laws such as…gravity? Then, first understand and accept the laws of physics and how they operate. Only then can you work within those laws in order to create its opposite effect.

The same is true when dealing with those often-difficult beings known as…humans. :-)

In other words, the laws of human nature are just as true as the physical laws of nature.

Do you ever hear yourself thinking:

“He doesn’t care about the facts” … “She’s only looks at the price, not the quality” … “His ego is so big” … “She argues even when she knows she’s wrong.”

Or even,  “All he cares about is himself!”

The above are some of the effects of Human Nature. Different for different people, they deal with decision-making, emotion, ego, etc.

There are also some immutable Laws of Human Nature that apply to everyone. What I believe is the biggie of them all was eloquently summed up by Dale Carnegie in his classic, How to Win Friends and Influence People:

“Ultimately, people do things for their reasons; not our reasons.”

Even if those reasons don’t make sense to us! As we’ve discussed in previous posts, people will do what they believe will make them happy, as they understand happiness and within the available options they believe they have.

And that is the overriding Law of Human Nature that only after one understands and accepts can they ever be an effective influencer.

When you embrace that law and work within it in such a way that you help the other person achieve their reason, you’ll find yourself to be one of the most powerful and influential people you know.

Great influencers don’t waste their time wishing people were different or that human nature wasn’t what it is, but rather work within the laws of human nature to benefit everyone involved.

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Do you live in South Florida? If so, you won’t want to miss this powerful, interactive, One-Day Ultimate Influence™ Mastery Intensive on Wednesday, October 1st. In this fun, but very intense day-long session, I’m going to work with just 50 people max so we can keep it personal and interactive.

Lead better, sell more, negotiate powerfully, have stronger relationships with friends, family members, coworkers and associates. Create the environment where people are much more likely to buy into you and your ideas.  If this sounds like something that could make a powerful difference in your life, visit www.Ultimate-Influence.com.

If you have additional questions, we have arranged a brief Q & A call for Thursday, September 18th. You can register for it here: http://bit.ly/1y7UgYv

Compliance, Commitment, Values, And…Dondi

Friday, May 10th, 2013

Dondi Scumaci

“Compliance will never take you,
where commitment can go.”
~ Dondi Scumaci

As posted previously, I love that saying (what I call, a “Dondi-ism”) :-) by my great friend and mentor, Dondi Scumaci.

It reminds me that, as leaders and influencers, we always need to ask ourselves where our focus is and who it is on.

As Dale Carnegie taught us in his classic, How to Win Friends And Influence People, “Ultimately, people do things for THEIR reasons; not our reasons.”

So, in terms of the goal we are leading people to, is our focus on ourselves, or on them?…In other words, how does our goal align with THEIR goals; THEIR wants, THEIR needs, THEIR desires? And, with THEIR values?

When we question ourselves like this – intelligently, and with a genuine, authentic desire to build them – we’ve come a long way toward earning the commitment that Dondi wrote about.

Just my thoughts. What about yours?