Chapter One
Persuasion
Case Studies: David Ogilvy, Ogilvy & Mather • David Mamet • L. Gordon Crovitz, The Wall Street Journal • Zig Ziglar • Mortimer Adler • Aristotle • Jean Shepherd • William Shakespeare • Dan Warmenhoven, Network Appliance • Stephen Covey
When Aeschines spoke, they said, “How well he speaks.”But when Demosthenes spoke, they said, “Let us march.”1
Confessions of an Advertising Man
David Ogilvy
▪ Selling ▪
David Ogilvy, known among his peers as “The Father of Advertising” for the extraordinary success of his powerhouse Ogilvy & Mather advertising agency, knew a thing or two about selling and always urged his clients to “march.”
Playwright David Mamet understands selling, too. His Pulitzer Prize–winning play Glengarry Glen ...
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