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Persuade by Philip Hesketh

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9 Why persistence pays when asking for a favour

When requesting a favour from someone, if at first they don't say ‘yes’ simply ask again.

It may sound like an unsophisticated approach, but statistics prove that it pays to be persistent when asking someone for a favour. That's what Professor Franklin Boster of Michigan State University discovered in his experiment on the subject. He concluded that if your request for a favour is refused, you simply ask the question ‘Why not?’ and then deal with the objections.

However, according to Boster, the key lies in your ability to transform the ‘no’ from a flat refusal into merely an obstacle to be overcome. The theory goes that if you can deal with the obstacle, your request is more likely to be granted. ...

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