One of my classes this fall is the Dr. Dan-o standard – Professional Selling (aka – how to be persuasive, particularly in the non-verbal deptarment). As those of you who have been torchered by me in the past know I always stress – What’s in it for me or WiiFM (see previous WiiFM posts here and here). I happy to say I have another WIIFM nugget to share.
The other day on the way to Seton Hall, I was listening to a podcast (of course I was listening to a podcast) and Stillman colleague Lee Miller was being interviewed on the Seton Hall Undergraduate Leadership Podcast. The episode of was wide ranging but the bits on persuasion and negotiation caught my attention. Specifically, Professor Miller referenced back to one of his books and the concept of the “U Perspective” which in my ears sounded like WiiFM. The episode was excellent, and it provided me with another example of WiiFM for class.
Check it out today…
Associate Professor of Marketing
Stillman School of Business
Seton Hall University