You’ve got to grab their attention if you want people to listen. In her book Communication Counts (Wiley), media consultant Mary Civiello tells about a sales manager who wanted to introduce an incentive program. Salespeople could earn a bonus of $1,000 if they passed sales leads from customers over to a sales rep in a different division. Because the paperwork required to forward the lead took about 10 minutes to fill, the sales manager opened his presentation with a compelling point: “Who here would like to make $100 a minute?”
Who wouldn’t respond positively to a question like that?