CHAPTER 2
How to Persuade aDecision Maker
Be sincere, be brief, be seated.
Imagine you and your colleagues are sitting in a business meeting when suddenly you smell smoke. It’s that smoldering stench that only comes from a fire. Sure enough, smoke begins to ooze slowly under the door. You can see fear fill the faces of everyone. Do you sit tight and wait for help? Do you open the door and risk a rush of flames? Should you jump out the window (from the fifth floor)? To your relief, a fire marshal enters the room to help.
By the way, he’s an award-winning firefighter with three decades of experience. In fact, he teaches at the local fire department and serves as a mentor to new volunteers. His workshops and lectures on ...
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