The Unnmoved Mover – Atlas Shrugged
I have spent a lot of time contemplating the source of motivation, the source of action, what inspires people to do what they do. In sales, we are taught that people make decisions, or take actions, based on their emotional responses to things– present an individual with a visually pleasing scenario, and they will automatically respond in a predictable manner.
So what does drive people? On what do you base your decisions? When presented with two options, how do you know which one to pick? The obvious answer is, you weigh the relative values of the two options, and chose the one that makes more sense– you make a rational decision based on evidence.