Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

Years ago, the Carnegie Institute of Technology analyzed the records of ten thousand people and concluded that while fifteen percent of success is due to training, intelligence, and skill, eighty-five percent of success is based upon the ability to influence people. Despite what some may tell you, there is no secret to influencing others. The key to winning people over is our willingness and ability to help protect and build their ego.

Through my work with hundreds of successful businesspeople nationally, I have learned that all us -- regardless of how accomplished -- want approval and to feel important. Put another way, we are all “ego hungry.” It’s only when our ego is somewhat satiated that we can take our attention off ourselves and give it to someone else.

Your ego is like your stomach. When you have three solid meals a day, you’ll think little about your stomach, but when you go without food for a significant period of time, your ego will call out to be fed. Nature tells us, “You and your needs come first.”

Les Giblin in his little book How to Have Confidence and Power in Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

<t some may tell you, there is no secret to influencing others. The key to winning people over is our willingness and ability to help protect and build their ego.

Through my work with hundreds of successful businesspeople nationally, I have learned that all us -- regardless of how accomplished -- want approval and to feel important. Put another way, we are all “ego hungry.” It’s only when our ego is somewhat satiated that we can take our attention off ourselves and give it to someone else.

Your ego is like your stomach. When you have three solid meals a day, you’ll think little about your stomach, but when you go without food for a significant period of time, your ego will call out to be fed. Nature tells us, “You and your needs come first.”

Les Giblin in his little book How to Have Confidence and Power in Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

of how accomplished -- want approval and to feel important. Put another way, we are all “ego hungry.” It’s only when our ego is somewhat satiated that we can take our attention off ourselves and give it to someone else.

Your ego is like your stomach. When you have three solid meals a day, you’ll think little about your stomach, but when you go without food for a significant period of time, your ego will call out to be fed. Nature tells us, “You and your needs come first.”

Les Giblin in his little book How to Have Confidence and Power in Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

e solid meals a day, you’ll think little about your stomach, but when you go without food for a significant period of time, your ego will call out to be fed. Nature tells us, “You and your needs come first.”

Les Giblin in his little book How to Have Confidence and Power in Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

Dealing with People offers this sage advice, “People act -- or fail to act -- largely to enhance their own egos. When you are trying to persuade another person to act in a certain way, and logic and reason seem to fail, try giving him a ‘reason’ that will enhance his ego.”

I have identified five strategies to enhance the ego and ultimately influence people. All begin with the letter “a.” They are:

1. Attention

2. Acceptance

3. Appreciation

4. Assumption

5. Acquiescence

We’ll examine each beginning with attention. We need others to help us feel important, and one way we can show others that they are important is to give them attention. There are hundreds of ways of showing attention. Two of my favorites are not keeping people waiting and being a good listener.

Do you remember the story about Queen Victoria, Benjamin Disraeli, and William Gladstone? Someone once asked the queen whether she preferred the company of Disraeli or Gladstone. She answered that when she broke bread with Gladstone she felt he was the most interesting man in England, but when she dined with Disraeli she felt she was England’s most interesting person. Disraeli discovered what every person of influence knows: influence begins with attention.

To be accepted for all we are is a basic human want, if not a basic human need. To feel truly confident,