PART TWO
THE JOURNEY
CHAPTER 3: MONEY GROWS ON TREES
In which we discover the power of belief and desire against
the fear of risk
CHAPTER 4: I DIDN’T EXPECT THAT
In which we show how the power of persuasion can control
the future
CHAPTER 5: BORN TO BE BAD?
In which we develop the winning ways that entice people to
our point of view
CHAPTER 6: VERY INTERESTED
In which we gather the vital information that gives us power
CHAPTER 7: THE TOUGH OLD MONSTERS
OF SALES
In which we discover the powerful sales techniques that can
still work their magic for us now
CHAPTER 8: WHEN I’M CALLING YOU
In which we discover how sales calls, fi nding leads and using
old school methods, are still powerful in today’s business
environment
CHAPTER 9: NOW YOU’RE ASKING
In which we discover the incredible power of always asking
questions
CHAPTER 10: THE CUNNING PLAN
In which we start to pull the threads together by planning who,
where, when, why, and how
CHAPTER 11: A.I.D.A. – OLD BUT STILL LOVELY
In which we learn about A.I.D.A., the classic sales formula that
can still be used in every aspect of modern persuasion
CHAPTER 12: SHOWBUSINESS
In which we discover the surrounding magic that makes our
core skills attractive
CSBK004-03.indd 33CSBK004-03.indd 33 5/22/10 12:56:34 PM5/22/10 12:56:34 PM
CSBK004-03.indd 34CSBK004-03.indd 34 5/22/10 12:56:34 PM5/22/10 12:56:34 PM

Get Irresistible Persuasion: The Secret Way To Get to Yes Every Time now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.