“If you will please people, you must please them in their own way.”

“If you will please people, you must please them in their own way.”

—Lord Chesterfield, 18th Century British Statesman

Image from Unsplash by Sebastian Herrmann

Are you a sales person? If you answered YES because of your job, you fit with one in nine people, based on Dan Pink’s book, To Sell is Human. Surprising to many of us is the fact that the remaining eight out of nine of us are also “in sales” when we try to influence others to our way of thinking.

If you happen to be a parent, how effective are you at getting your kids to do their homework, their chores, eat their veggies, or go to bed on time?

A current client asked me to review a few of his recent business proposals. He wanted to know what I thought might be the reason for his low level of acceptance. The overly simple answer we discovered was that the proposals were focused primarily on what he and his organization was selling. They were not focused on the deep desires of his potential customers. He did not sell them on their own YES.


How would the idea that people participate and buy into things that they help create improve your sales and influence in your professional and personal communities?

How could pleasing others in their own way open many more doors to your own success?


What you wish to ignite in others

“What you wish to ignite in others must first burn within yourself.”

-Aurelius Augustinus, early Christian theologian

Book Cover "to Sell is Human"

In his book To Sell is Human, Daniel Pink points out that one in every nine people in the working world is in sales.

Initially this thought lures the reader into thinking, That’s not such a big number, or I can’t stand those pushy sales people, or I’m glad I don’t have to do that!

A few sentences later, however, Pink points out that the rest of us are also in sales. We all must sell our thoughts and ideas at work and at home, even if we are not selling a product or service.

In all cases, the ability to influence and enroll others is fundamental to our success. Today’s quote points to the importance of and, in my opinion, the essential element of genuine enthusiasm as a key factor in igniting the flames of excitement in others.


What are the issues, priorities, projects, or even products that get your fires burning? How and where can you share your excitement and passion to ignite the flames of excitement and interest in others?