I am NOT talking about hypnosis. The following is a simple, yet powerful three- step process to get what you want out of any situation. It has broad applicability – it is the highest level Sales process, has use in Marketing and in Managing people (and your kids for that matter).
So, what are these three magical steps:
1. Find out what’s in it for them.
2. Figure out how you can provide that for them, and still get what you need.
3. Show them you can and will provide that.
A sales process that focuses heavily on Feature/Benefit (Step 1) without applying Step 1 to each INDIVIDUAL customer, will run poorly. That customer may not have a need that relates to Step 3. (Do Eskimos really need ice?)
In Staff Management, the same thing applies. Let’s look at the three steps again:
1. Find out what’s in it for them.
2. Figure out how you can provide that for them, and still get what you need.
3. Show them you can and will provide that.
If you can provide strong benefits to staff in the “what’s in it for me line”, then your chances of retaining staff are higher than otherwise because their motivation comes from within – not from external factors (like the rewards and punishments of the carrot and stick pundits).
The full version of this article, awash with examples, is found at http://www.conclusive.com.au/index.pl?page=154 | 
