When people make a request or proposal I often see them present their request and arguments using the following structure:
- Make a request
- Give a plethora of arguments why that request is a good idea.
- I want to go to the zoo!
- Because I want to see animal
- Because I want to spend time with you
- Because it has been a long time
Here I think, meh, the zoo. And then I read some arguments that may or may not change my opinion on actually going to the zoo or not.
You start with the what and then continue on to the why, but I’ve already lost interest.
Consider this request:
- I want to spend time with you and see animals.
- It has been a long time since we went to the zoo
- Let’s go to the zoo!
Here you start with me agreeing on spending time together and it becomes easier for me to accept your request to go to the zoo. I’m not blinded by your request.
You start with the why and then continue to the what.
In addition to this article, please watch Simon Sinek’s TED Talk [18m05] How great leaders inspire action.