How attuned are you to your customers’
Persuasion Drivers?
In coaching, we talk about meeting your client where he or she is. In mediation and conflict resolution, we talk about seeing things from the other person’s point of view. In customer service and sales communications, we talk about creating a customer-centric business. In industrial design, we talk about designing the user-centred experience — adapting systems, objects and interfaces to fit the user instead of the other way around. In the Essential Message, we learn how to frame a competitive advantage and guide a conversation based on a genuine understanding of the other person’s ‘Persuasion Drivers’.
This principle is so pervasive and universal, you’d think that everyone in the world would have a deeply engrained habit and ability to walk in the other person’s boots and see their business through the eyes of the customer. And in fact, just about everyone claims to do it.
Unfortunately, it doesn’t seem to be the case.
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In the last Essential Message monthly teleclass, my guest Mike Murray talked about the thinking approach that hackers have to have in order to be successful hackers. He then made the link between the hacker’s thinking approach and the right mindset you need to have in order to be successful at anything. 
