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

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CHAPTER 15

The Inside Secrets of Maximum Influence

Your Prepersuasion Checklist

Before anything else, getting ready is the secret to success.

—HENRY FORD

A medium-sized business was looking to do business with an employee-leasing company. The business announced that they had narrowed the choice down to two companies and wanted to hear both present their products. The representative from the first employee-leasing company was not prepared, and the presentation did not go as planned. Monitoring the presentation, I could see his nervousness began to shoot through the roof. The manager stopped his presentation midsentence and bluntly stated, “I already know all this. Can you please just answer a few questions for me?” The sales rep started to answer ...

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