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Maximum Influence, 2nd Edition by Robert G. Allen, Kurt W. Mortensen

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CHAPTER 5

The Law of Esteem

How Praise Releases Energy

I can live for two months on a good compliment.

—MARK TWAIN

I went to the local mall to try on suits. I had been thinking about buying a suit, but I was indifferent about making a purchase that day. A well dressed gentleman approached me and asked, “What type of suit are you looking for?”

I answered, “Probably blue.”

“What size are you?” he asked.

I replied, “I’m not sure.”

“Let’s find out,” he suggested. He measured my waist and then my chest and then my chest again. He looked at me with a twinkle in his eye and asked, “Do you work out?”

I responded, “Why yes, I do.”

He nodded. “I thought ...

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