The Art of Persuasion by Bob Burg

Author:Bob Burg [Burg, Bob]
Language: eng
Format: epub, mobi
ISBN: 9780768487008
Publisher: Destiny Image, Inc.

What, Who, and How

While reading a very good book by Milo O. Frank entitled How to Get Your Point Across in 30 Seconds or Less, I was reminded that there are three essentials for every form of spoken or written communication: “Know what you want, know who can give it to you, and know how to get it.”

Know exactly what it is you want from the transaction with the other person. Focus your efforts on an outcome you’ll be happy with.

Know who can give it to you. Do you need to find a tactful way of moving from the person you’re now transacting with to the person who really has the power to say yes? Nearly anyone on any level can say no. You need to know who it is who can help you obtain what you want.

You accomplish the how part by using the skills and methods in this book, along with those you learn from other sources as well.

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