April 2018
Beginner
400 pages
5h 18m
English
Content preview from How to Lead, 5th Edition
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Chapter 40
Listen to influence
Good listening is devastatingly effective. Like sincerity and spontaneity, it is difficult to fake. Good sales people and good leaders, like most normal people, have one mouth and two ears and they use them in that proportion. People like listening to the one person they truly trust and admire: themselves. Give people the chance and they will talk themselves into submission.
Each of the following three cases includes two approaches. Think about which approach is likely to be more effective in each case.
- The sales call: Spend 15 minutes telling your client about the wonders of new miracle Sudso, which cleans up the competition, and then ask for the sale. Naturally, the client will find a thousand objections ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.