O'Reilly logo

The Secret Language of Influence: Master the One Skill Every Sales Pro Needs by Dan Seidman

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

CHAPTER 19Heart and Head Check: Self-Test

FROM THE BIG PICTURE, DOWN In this chapter, you will make a funnel for your business, from big picture issues (e.g., economy, your industry) down to details (e.g., your job, yourself). On a piece of paper, create positive responses to your feelings about each of the items listed here. Sample answers follow; for purposes of illustration, I’m using the example of someone who works in fund-raising.

The Economy

Things are hard now, but people really do have more money than they need. If someone gives up a case of Coke a month, it can help.

Fund-Raising Industry

The tough economy is hard on our industry. But fund-raisers do good work, helping people who have much less than us.

Your Company, World Vision ...

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