Index

Acknowledge stage in decision cycle, 22–27

commitment to change in, 88–89

decision point in, 24, 25–27

fear of change in, 24–25, 26

number of people in, 37

Acknowledge step in objections to change, 135–136

and confirming step, 141–145

Active listening, 50–52, 56

behaviors avoided in, 51–52

Aging parents, 11–12

Aim of questions, 52–54, 56, 86

Analytical personality type, adjustments needed for, 156–157

“And?,” as developing probe, 67

Apology avoided in confirming objections to change, 143–144

Asking questions. See Questions asked

Belief, 6–15

importance of, 7

in sales product, 8–10

Buyer’s remorse or reconsider stage, 34–36, 103

Buying cycle, 18

Cars

decision point in purchase of, 25–26

rental of, 76–78

Change

belief in, 6–15

commitment ...

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