just listen discover the secret to getting through to absolutely anyone

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Just Listen

Author : Mark Goulston
ISBN : 9780814436486
Genre : Business & Economics
File Size : 36. 38 MB
Format : PDF, ePub
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Do you ever feel like you're talking to a brick wall? The first step in persuading anyone to do anything is getting them to hear you out. But whether the person is a cynical colleague, furious customer, or overwhelmed spouse, their emotional barriers may be blocking your message. And if you can't break through, you can't move forward. Just Listen has helped tens of thousands of people tear down walls and establish productive communication. In this landmark book, veteran psychiatrist and business coach Mark Goulston reveals simple, proven techniques for moving people from resistance to consensus, explaining how to: Listen effectively Make even a total stranger—perhaps a potential client—feel "felt" Shift an angry or aggressive person into a calmer, more receptive state Use empathy jolts to quickly bridge communication gaps Turn negative people into assets using the "Magic Paradox" Achieve buy-in, the linchpin of all negotiation, persuasion, and sales And more Barricades between people become barriers to success and happiness, so getting through is not just a fine art—it's a crucial skill. With Just Listen, readers learn how to transform the "impossible" and "unreachable" people in their lives into true allies, loyal customers, and lifelong friends.

Just Listen

Author : Mark Goulston
ISBN : 9780814414033
Genre : Business & Economics
File Size : 88. 32 MB
Format : PDF, ePub
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Offers listening tools and techniques to make employees, bosses, and clients more willing to agree with proposals.

Just Listen

Author : Mark Goulston
ISBN : 9780814414040
Genre : Business & Economics
File Size : 26. 41 MB
Format : PDF, Mobi
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Foreword by Keith Ferrazzi, author of Never Eat Alone and Who’s Got Your Back The first make-or-break step in persuading anyone to do any thing is getting them to hear you out. Whether the person is a harried colleague, a stressed-out client, or an insecure spouse, things will go from bad to worse if you can’t break through emotional barricades. Drawing on his experience as a psychiatrist, business consultant, and coach, and backed by the latest scientific research, author Mark Goulston shares simple but powerful techniques readers can use to really get through to people—whether they’re coworkers, friends, strangers, or enemies. Just Listen reveals how to: • Make a powerful and positive first impression • Listen effectively • Make even a total stranger—a potential client, perhaps—feel “felt” • Talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational mindset • Achieve buy-in, the linchpin of all persuasion, negotiation, sales, and more Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the “impossible” and “unreachable” people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.

Talking To Crazy

Author : Mark Goulston
ISBN : 9780814436370
Genre : Psychology
File Size : 49. 54 MB
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"Finally! The book that helps you deal with irrational, impossible people." -Oprah's Book Club 2.0 Because some people are beyond difficult... Let's face it, we all know people who are irrational. No matter how hard you try to reason with them, it never works. So what's the solution? How do you talk to someone who's out of control? What can you do with a boss who bullies, a spouse who yells, or a friend who frequently bursts into tears? In his book, Just Listen, Mark Goulston shared his bestselling formula for getting through to the resistant people in your life. Now, in his breakthrough new book Talking to Crazy, he brings his communication magic to the most difficult group of all-the downright irrational. As a psychiatrist, Goulston has seen his share of crazy and he knows from experience that you can't simply argue it away. The key to handling irrational people is to learn to lean into the crazy-to empathize with it. That radically changes the dynamic and transforms you from a threat into an ally. Talking to Crazy explains this counterintuitive Sanity Cycle and reveals: Why people act the way they do * How instinctive responses can exacerbate the situation-and what to do instead * When to confront a problem and when to walk away * How to use a range of proven techniques including Time Travel, the Fish-bowl, and the Belly Roll * And much more You can't reason with unreasonable people-but you can reach them. This powerful and practical book shows you how.

Real Influence

Author : Mark Goulston
ISBN : 9780814420157
Genre : Business & Economics
File Size : 63. 45 MB
Format : PDF, Kindle
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The authors argue against the aggressive selling of ideas and instead emphasize listening, genuine engagement and commitment to a lasting business relationship in order to get someone to come around to one's way of thinking.

Power Questions

Author : Andrew Sobel
ISBN : 9781118119631
Genre : Business & Economics
File Size : 33. 2 MB
Format : PDF, Kindle
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"An arsenal of powerful questions that will transform every conversationSkillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will transform your effectiveness with others. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. The insights in Power Questions include: Want to refocus a client conversation? Ask, What's the most important thing we should be discussing today? Want to connect deeply? Ask the startlingly simple, What are your dreams? Want to learn how someone became the person they are? Ask, How did you get your start? Want to understand a client's deepest motivations? Ask, Why do you do what you do? Does someone need a push to excel? Ask, Is this the best you can do? When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time"--Provided by publisher.

Power Listening

Author : Bernard T. Ferrari
ISBN : 9781101560549
Genre : Business & Economics
File Size : 39. 68 MB
Format : PDF, Mobi
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Listening is harder than it looks- but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help readers become active listeners, able to shape and focus any conversation. Ferrari reveals how to turn a tin ear into a platinum ear. His practical insights include: Good listening is hard work, not a passive activity Good listening means asking questions, challenging all assumptions, and understanding the context of every interaction Good listening results in a new clarity of focus, greater efficiency, and an increased likelihood of making better decisions Good listening can be the difference between a long career and a short one

What Great Salespeople Do The Science Of Selling Through Emotional Connection And The Power Of Story

Author : Michael T. Bosworth
ISBN : 9780071769747
Genre : Business & Economics
File Size : 77. 92 MB
Format : PDF, ePub
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Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

A Game Plan For Life

Author : Don Yaeger
ISBN : 9781608192687
Genre : Business & Economics
File Size : 84. 92 MB
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The UCLA Bruins coach pays tribute to the individuals who helped foster the values that shaped his career, and shares interviews with people he mentored throughout the years, including Kareem Abdul-Jabbar and Bill Walton.

The Healthy Workplace

Author : Leigh Stringer
ISBN : 9780814437445
Genre : Business & Economics
File Size : 41. 26 MB
Format : PDF, Docs
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When employees thrive, the company thrives. Is your workplace working for you and your employees? Studies show that unhealthy work habits, like staring at computer screens and rushing through fast-food lunches are taking their toll in the form of increased absenteeism, lost productivity, and higher insurance costs-but it doesn't have to be that way. Companies such as Google, Apple, Aetna, and Johnson Johnson have used innovative techniques to incorporate healthy habits and practices into the workday and into their culture-with impressive ROI. Packed with real-life examples and the latest research, The Healthy Workplace proves that it pays to invest in your people's well-being and reveals how to: Create a healthier, more energizing environment * Reduce stress to enhance concentration * Inspire movement at work * Use choice architecture to encourage beneficial behaviors * Support better sleep * Heighten productivity without adding hours to the workday Filled with tips for immediate improvement and guidelines for building a long-term plan, The Healthy Workplace will boost both employee well-being and the bottom line.

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