Table of Contents
Preface.
Part 1 The Starting Point – People, Beliefs and Relationships.
1 – Daring to Begin.
2 – The Role of the Subconscious in Influence.
3 – How to be More Liked by More People.
4 – How to Remember People's Names.
5 – How to Develop Good Relationships.
Part 2 Persuasion and Influence.
6 – The Five Keys to Persuasion and Influence.
7 – How to Create Genuine Empathy.
8 – Asking Questions and Accepting the Answers.
9 – Understanding Implications and Influence.
10 – Thinking Long Term and Getting Your Own Way.
11 – The Importance of Preparation in Influencing.
12 – Different Strokes for Different Folks.
Part 3 Overcoming Objections and Negotiation.
13 – Techniques to Handle All Objections.
14 – The First Four Steps to Negotiation.
15 – The Final Four Steps to Negotiation.
16 – Getting People to Do What They Have Agreed to Do.
Part 4 The Reasons People Buy What They Buy.
17 – The Psychology Behind Why People Buy What They Buy.
18 – Rarity.
19 – Empathy and Ego.
20 – Authority.
21 – Special Deal.
22 – Obligation.
23 – Nervousness.
24 – Social Pressure.
25 – How People Choose.
26 – Putting the Reasons Together.
Part 5 How Memory, Learning and Communication Work.
27 – How to Get People to Remember What You Have Said.
28 – How Learning Works and Why Power Point Doesn't.
29 – How to be a More Effective Communicator.
Part 6 Trust, Motivation and What You Need to do Next.
30 – The Seven Things that Really Matter in Relationships.
31 – How to Build Trust That Lasts a Lifetime.
32 – Motivation.
33 – Say What You Are Going to Do and Do What You Say.
34 – Influence, Persuasion and the Purpose of Life.
Appendix: Philip's Purpose.
Philip's Desiderata.
About Philip Hesketh.
