O'Reilly logo

The Hidden Agenda: A Proven Way to Win Business and Create a Following by Kevin Allen

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

3

Uncovering the Hidden Agenda

Unlocking the hidden agenda requires you to get close to your prospect and to listen carefully to read the emotional subject at hand. It means asking questions that open a window to your audience’s emotional motivation.

One of my boyhood heroes was my Uncle Don. He wasn’t actually an uncle by blood, but was my mother and father’s best friend. His wife, Aunt Betty, looked exactly like Glinda the Good Witch in The Wizard of Oz. I loved them. Uncle Don was a cop, and eventually he went from humble beginnings as a foot patrolman to a gold shield homicide detective in Nassau County, New York. I would sit entranced when he visited as he told stories of chasing down robbers (literally) and, of course, my favorite, questioning ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required