Dianna Booher

But the counterintuitive to what you would think, looking at how people react to you.

One of the counter, one of the natural things you would think if you don't have confidence as a leader, that you would stack the cards in your Facebook when you're talking to a client.

For example, if you have reasons to do something or you have credentials when you're talking to a client, you would present all of those.

You know, here's one reason to do this.

Here's another reason for buying this product or going with our firm.

And here's the third reason, select reason, et cetera.

But the research showed that people average rather than add.

And here's what I mean by that.

Let's say you're advertising, I don't know, a new course that you have.

And you think, here's one thing it'll do for you.

And they say, oh, that's great.

I need that.

That's 10.

What are your ranking benefits and how valuable they are to you?

Well, that's a 10.

Oh, this is valuable.

That's a 10.

Oh, that's really valuable.

That's a 9.

Let's give that a 9.