Managers, CEOs, and salespeople often tell me, “Talking to so-and-so is like hitting a brick wall.”
When I hear those words, I reply: “Stop hitting your head against the wall and look for the loose brick.” Find that loose brick—what the other person really needs from you—and you can pull down the strongest barriers and connect with people in ways you never thought possible.
And that brings me to my friend and colleague Mark Goulston. Mark has an almost magical ability to reach everyone—corporate CEOs, managers, clients, patients, warring family members, even hostage takers—because he always finds the loose brick. He’s a genius at reaching unreachable people and, in this book, you’ll find out just how he does it.
I originally met Mark ...