CHAPTER 23Can’t Decide What’s Most Important?

WHICH OF ALL THESE STRATEGIES ARE BEST? There are a lot of fascinating and powerful ideas in this book. About three dozen, when you break them down.

After delivering a keynote, I’m often asked, “Which concepts will make me money the fastest, or have the biggest impact on my selling, or be easiest to adapt?”

Here are the starters, what I consider to be the critical pieces of the influence puzzle. These are the training modules you’d want to have me build into your existing sales training, if you are looking for that shortcut to influence success. Or do it yourself, if you can manage the exercises and follow-on reinforcement. But here are the top 12, in order of importance.

Strategy 1. Objection Handling ...

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