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.