 |
…the most persuasive communicators create conflict by juxtaposing what is with what could be.
|
65 |
 |
Most of us allow ourselves to be influenced or persuaded that the voice within us is mistaken, flawed, at best a distraction.
|
167 |
 |
A demo is not training, and it’s not a test. It’s a persuasive tool. Get really, really good at it.
|
152 |
 |
Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea.
|
94 |
 |
To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.
|
128 |
 |
Our job as persuaders is easier than we think. It’s not to get others believing what we say. It’s just to stop them unbelieving. Once we achieve that, the game’s half won.
|
150 |
 |
To get leverage, you have to persuade your counterpart that they have something real to lose if the deal falls through.
|
221 |
 |
Even knowledgeable authorities in a field will not persuade us until we are satisfied their messages represent the facts faithfully.
|
234 |
 |
…in general, limited-supply appeals are more effective than limited-time appeals.
|
254 |
 |
…information may not have to be censored for us to value it more; it need only be scarce… we will find a piece of information more persuasive if we think we can’t get it elsewhere.
|
266 |
