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The Art of Woo - G. Richard Shell
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Chapter 3   Connect Your Ideas to People: Stepping-stones

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2022-02-24 02:14:34
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  • Introduction   Woo?
    • Chapter 1   Selling Ideas: How Woo Works
    • Chapter 2   Start with You: Persuasion Styles
    • Chapter 3   Connect Your Ideas to People: Stepping-stones
    • Chapter 4   Build Relationships and Credibility: Trust
    • Chapter 5   Respect Their Beliefs: A Common Language
    • Chapter 6   Give Them Incentives to Say Yes: Interests and Needs
    • Chapter 7   State Your Case: The Proposal
    • Chapter 8   Make It Memorable: The Personal Touch
    • Chapter 9   Close the Sale: Commitments and Politics
    • Chapter 10   Woo with Integrity: Character
    • Appendix A   Six Channels Survey
    • Appendix B   Persuasion Styles Assessment
    • Appendix C   The Woo Worksheet
      • Acknowledgments
      • Notes
      • Topical Bibliography
      • Index
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