From the course: Practical Influencing Techniques

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The results they can get

The results they can get

From the course: Practical Influencing Techniques

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The results they can get

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- Now the biggest thing that drives red people or controllers is the benefits. What benefit will I get from doing this? And you might think that everybody is driven by the benefits, but actually they're not. Some people are driven by ego, some people are driven by learning new stuff or how they'll feel about it, but for red people, it's just "Will it save time or will it save money?" And that sounds quite mercenary, but that's how they work and that's great because, in a work context, that is really what we're there for. So if you say to a red person, "I think it would be a great idea to do this and if we did, it would save this amount of money or it would save you a whole lot of time. What do you think?" then they're going to go for that. So the key is to give them a short summary of the benefits and the benefits to them personally rather than some big long waffley thing about it's good for the planet in 20 years time.…

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