The must-read summary of Dave Lakhani's book: "Persuasion: The Art of Getting What You Want".This complete summary of the ideas from Dave Lakhani's book "Persuasion" shows that persuasion is the art and science of getting exactly what you want. In its highest form, you can use persuasive techniques to position yourself as an expert and to help other people get what they want. In his book, the author explains how persuasion can and must be used to create win-win situations for everyone involved. This is a key distinction between manipulation and persuasion. Manipulative techniques never result in a lasting relationship, whereas those relationships based on the use of persuasion do endure.Added-value of this summary:• Save time• Understand key concepts• Expand your knowledgeTo learn more, read "Persuasion" and discover how you can master the art of persuasion and start getting what you want.
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Book Presentation:Persuasionby Dave Lakhani
About the Author
Important Note About This Ebook
Summary ofPersuasion(Dave Lakhani)
Persuasion is the art and science of getting exactly what you want. In its highest form, you use persuasive techniques to position yourself as an expert and to help other people get what they want. Persuasion can and must be used to create win-win situations for everyone involved. This is a key distinction between manipulation and persuasion. Manipulative techniques never result in a lasting relationship, whereas those relationships (business or personal) based on the use of persuasion tools do endure.
A map of the overall persuasive process is:
“Persuasion truly is the art of getting what you want. Most of us throughout our lives have failed to reach the levels of success that we dreamed of, and not because it was not available to us. We have failed to reach those reasonable goals because we have failed to persuade those who can help us achieve them. And the biggest reason they will not help is because we have not asked them. People cannot help you achieve your dreams of success if they do not know they exist. But remember, as Zig Ziglar says, ‘You can get everything in life you want if you will just help enough other people get what they want’. The art of persuasion is identifying what the people you are persuading want and helping them achieve it. Virtually every element of human interaction involves some level of persuasion.”
– Dave Lakhani
About the Author
DAVE LAKHANI is president of his own consulting firm specializing in business acceleration, Bold Approach, Inc. He is a successful entrepreneur having started ten businesses over the past twenty years. Mr. Lakhaniis also a public speaker, trainer and author. His consulting assignments have included IBM, US Army, Rogers Media, Micron, GE and Wizard Academy. Mr. Lakhani is a regular contributor to Selling Power magazine, Sales and Marketing magazine, The Wall Street Journal and Entrepreneur. He is the author of A Fighting Chance and Making Marketing Work.
The Web site for this book is atwww.howtopersuade.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
The first part of the persuasion process is to position yourself and your audience. This positioning will consist of three different elements:Develop and project your desired persona.Ensure your audience matches your presentation abilities.Deliver your story in an engaging manner.
Before you attempt to persuade anyone to do anything, stop and check you have properly developed your persona first. Your persona will be the sum total of:The way you dress and the quality of the clothing you wear.Your personal grooming standards.Your perceived status as an expert.The quality of your presentation skills.
Your persona will be shining through right from the very first time you meet a person so check you are doing the things which will appeal to people in a positive, authoritative way. Ideally, you want the people you’re speaking with to look at you as the one person who can help them solve the problem which is holding them back.
Your intentions also form an integral part of your persona. If you’re attempting to manipulate the situation, people will pick up on that. The key differences between someone attempting to manipulate and someone attempting to persuade are:Manipulators are inwardly focused. They attempt to generate outcomes which are good for themselves alone. Manipulators have no qualms about using time sensitivity or the potential for loss to apply pressure for a decision to be made quickly. Manipulation is always a short-term strategy only as once these tactics have been exposed for what they are, they lose their effectiveness.Persuaders, by contrast, are outwardly focused. Persuaders are attempting to create an environment that lets everyone win. In the pursuit of win-win solutions, common grounds and beliefs will be explored vigorously and thoroughly. The persuasion process is based on learning what the other person needs and then identifying the best product at the best price to fill that need.
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