old maxim.In 1969, researchers would confirm his maxim. Today, we call it “The Ben Franklin Effect.”I’d first heard of it during a sales training years ago, and would learn more about it from Franklin’s autobiography.
In it, he writes a story about an adversary of his in the Pennsylvania legislature.Franklin wished to befriend or at least neutralize this adversary, so Ben asked him for a favor — to borrow a rare book. The adversary sent it, and Franklin returned it a week later with a note expressing his gratitude.
When they next spoke, it was with great civility, a departure from their previous encounters. In time, they became lifelong friends.He summed it up this way.He that has once done you a kindness will be more ready to do you
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