To be successful in today’s world, you need great business relationships.  To build those great relationships you need to help others be successful.  You need to help them progress. 

Everyone connects with others with the goal of progressing in some way.  You need to be seen as an agent for their progress, a catalyst for them taking a positive step forward.  They need to feel that you make a positive impact on their life.  It’s amazing how many people lose sight of these fundamental dynamics. 

Everything we do, consciously or subconsciously, we do because we believe the perceived consequences of those actions will bring us what I label the Six Ps of Progress.

The Six Ps of Progress:  Pleasure

                                            Peace of Mind



                                            Pain Avoidance


This goes for eating, shopping, exercising, hugging, crying, working, going to the movies – whatever. 

Each of us makes decisions on what to read, who to talk to, what to buy, where to eat, what to eat, who to take phone calls from, and who to help, based on whether we think these acts will bring us these six Ps. 

At a mostly subconscious level, we are continuously thinking to ourselves:

Will doing this action help me move toward pleasure, peace of mind, profit, prestige, power, or will it help me to avoid pain?

At each moment, we make decisions based on what we think will bring these benefits – short-term or long-term.  It has long been the first principle of marketing to answer this unasked question.


Contributed by:  Dean Lindsay, Award Winning Speaker & Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker