Chapter 10. THINKING LONG TERM AND GETTING YOUR OWN WAY

Let me tell you about a Ralph McTell song. It's on one of the 17 albums I have of his. 'Sweet Mystery' is about a young man wanting to do the 'right thing' in courting a young girl, instead of finishing up in the mess he always seems to find himself in. He hopes that one day he will 'do it right' and take her out to dine by candlelight. Even if she asks him to come in when he gets to her door to say goodnight, he'll make himself say 'no' so he can call again.

Because he's thinking Long term. The 'L' in the NAIL persuasion process stands for Long term.

L IS FOR LONG TERM

I was at a client conference recently, and after my talk the sales director got up to speak. At the end of his brief talk he ...

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