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Maximum Influence, 2nd Edition by Robert G. Allen, Kurt W. Mortensen

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CHAPTER 1

The Power of Persuasion

Key to Success

Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life.

—DONALD TRUMP

Has this happened to you? You are talking to a potential client, a prospect, or a manager of another department. In your mind what you are proposing is a no-brainer, and it will take only a few minutes to influence the other person to do what you want done. It is a perfect fit and will solve the problem. The more you talk, the more they resist. What happened? Why weren’t you able to persuade them?

Or even worse, have you even met someone who did not seem very smart but was making ten times more money than you? Someone who didn’t seem very sharp but got your promotion. ...

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