| ACKNOWLEDGEMENTS |
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| FOREWORD | ||
| 1: | INTRODUCTION | 1 |
| - Everyone persuades many times a day. | ||
| 2: | HOW TO DEAL WITH WHAT OTHER PEOPLE WANT | 4 |
| - Understanding common human needs. - Understanding employee motivation. - Motivation at work. - Minimizing conflict and stress. - Controlling the impact of informal cliques. - The source of your authority. - Establishing your pattern for dealing with employees. - Establishing your pattern for dealing with superiors. |
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| 3: | HOW TO GET THE BEST RESULTS FROM YOUR PEOPLE | 24 |
| - Focusing on the contribution of each member - Building on everyone’s strong points. - The importance of concentration. - Setting priorities. - Making meetings effective. - Getting tough when necessary. |
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| 4: | HOW TO MINIMIZE RESISTANCE TO CHANGE | 35 |
| - Understanding why people fear change. - Helping others understand the Need for Change. - How to discuss upcoming changes in a group. - A systematic approach to making changes. |
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| 5: | HOW TO MANAGE PROBLEM PEOPLE | 57 |
| - Pinpointing Problem People. - Encouraging People to discuss problems freely. - Dealing with Problem People. - Referring serious difficulties to helpful experts. - Adapting problem people to group objectives. - Changing problem people into assets |
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| 6: | THE PRACTICAL APPROACH TO EFFECTIVE PERSUASION SKILLS (EPS) | 74 |
| - A predictive and proven scientific system of personal Persuasion, which you can control. |
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| 7: | OPENING STATEMENT (O) | 78 |
| - How to open a conversation | ||
| 8: | PROBING (P) | 80 |
| - How to understand the needs of people. | ||
| 9: | OBJECTIONS HANDLING (O) | 84 |
| - How to convert objections into acceptance | ||
| 10: | SUPPORTING (S) | 99 |
| - How to reassure and introduce situational benefits. | ||
| 11: | PROVING (P) | 101 |
| - How to prove and expand benefits. | ||
| 12: | CLOSING (C) | 103 |
| - How to get acceptance through a number of Proven techniques. |
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| 13: | CHECKLIST OF GOLDEN RULES ON EFFECTIVE PERSUASION SKILLS (EPS) | 113 |
| - How the acronym ‘OPOS-PC’ can better your everyday life. | ||
| 14: | SUMMARY | 116 |
| - How using EPS you can be many times more effective as an individual. |
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