CHAPTER ELEVEN
PQ Skill #9
Preplanned Anticipation: The Secret Formulas of the Pros
Dig the well before you are thirsty.—CHINESE PROVERB
One of the key distinctions of ultra-successful persuaders is that they have taken the time to prepare ahead of time, every time. Too often we take for granted that we’ll be able to just “go with the flow” or “wing it.” Or we decide we’ll just wait and see what happens. Why not? We’ve done it before. After all, we want our communication to come across as natural and spontaneous rather than mechanically rehearsed. However, the persuader who has anticipated questions and concerns and done the homework ahead of time has a considerable edge. Such a persuader gives a more compelling presentation simply because his ...
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