6
Say it the right way
6.1 Right time, right place, right channel
Eight billion people, all different. So how do we know how to persuade that given person sitting in front of us right now? Well, all the work we’ve done in Chapters 1 through to 5 will tell us how.
The reason why our persuasion efforts usually fail is that, normally, we dive straight in with our advice, with our suggestions, with how they’re wrong – and this just doesn’t work. Sure, it’s persuaded us, but that doesn’t mean it will persuade them.
You will only change their mind if they are open to listening in the first place and if you have a solution that they are likely to accept, and all of that comes from the work done in the previous chapters.
And you also need to know how ...
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