Bob Burg

people do things for their reasons—not for ours. If they’re going to do something, it’s because there’s a benefit to their doing it.

If there’s something we need somebody to do for us that they don’t have to do, then we had better be ready to give them a personal benefit, so that they feel better about doing that particular thing for us than they would feel by not doing it.

when you want to bring out a response in a person that meets your needs, act towards that person as though that is exactly how you expect them to respond.

when you approach a person for something you need, approach them believing they’re going to want to give it to you.

When you predetermine someone’s actions in your own mind, you then take on the corresponding attitude.