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Yes, people do make decisions for the sake of motherhood, apple pie, and country. But they feel an even stronger tug when the decision has something in it for them personally. So, don’t just tell the manager that the new technology will save the company more than $400,000 in maintenance support during the next five years. Show how it will speed up preparation of the department’s audits and help get the task off the manager’s own checklist. The more personal the benefits, the stronger the tug.

Dianna Booher, an expert in executive communications, is the author of 46 books, published in 26 countries and 20 languages.  Her latest books include Creating Personal Presence: Look, Talk, Think, and Act Like a Leader and Communicate with Confidence, Revised Edition. As CEO of Booher Consultants and as a high-caliber keynote speaker, Dianna and her staff travel worldwide to deliver focused speeches and training programs to address specific communication challenges and increase effectiveness in oral, written, interpersonal, and organizational communication.

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