The art of woo : using strategic persuasion to sell your ideas / G. Richard Shell, Mario Moussa.

Format:

Book

Author/Creator:

Shell, G. Richard, 1949-

Contributor:

Moussa, Mario.

Language:

English

Subjects (All):

Selling.

Marketing.

Persuasion (Psychology).

Physical Description:

vii, 312 pages ; 22 cm

Place of Publication:

New York : Penguin Books, 2008.

Summary:

What's The Art of Woo? It's about Winning Others Over--the ability to persuade people without coercion, using relationship-based, emotionally intelligent influence. It's the secret of success with colleagues, clients, and customers that opens minds and hearts. Having advised thousands of executives at organizations such as Google, Microsoft, General Electric, and even the FBI's hostage rescue training program, G. Richard Shell and Mario Moussa know what it takes to deal with tough bosses, hidden agendas, and complex organizations. In The Art of Woo, they present their systematic, four-step process to get you from ideas to actions. Whether you are introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skills in every aspect of life.

Contents:

Selling ideas : How woo works

Start with you : persuasion styles

Connect your ideas to people : stepping-stones

Build relationships and credibility : trust

Respect their beliefs : a common language

Give them incentives to say yes : interests and needs

State your case : the proposal

Make it memorable : the personal touch

Close the sale : commitments and politics

Woo with integrity : character.

Notes:

"First pub. in the United States of America by Portfolio, a member of Penguin Group (USA) Inc. 2007."--T.p. verso.

Includes bibliographical references (pages 271-301) and index.

ISBN:

9780143114048

0143114042

9781591841760

1591841763

OCLC:

310122178