Straight to Yes Asking with Confidence and Getting What You Want

by Imam, Haider

• ISBN13: 9780857083753
• ISBN10: 0857083759
• Edition: 1st
• Format: Paperback
• Copyright: 2013-03-04
• Publisher: Capstone

Summary

MAKE YOURSELF A "YES" MAGNET You've finally plucked up the courage to ask for something. The afternoon off. A pay rise. Then comes that crucial moment where you wait with baited breath for the response. It's tense, but it doesn't have to be. You just need to master the art of 'the ask'. Taking a direct, light-hearted, wholly practical approach, Haider Imam zooms straight in on that moment of truth providing a set of proven tools and techniques for getting to 'yes,' every time. He instils readers with the confidence to ask bigger, more often and even ask for the impossible and to get it. Based on sound psychological principles, Straight To Yes! offers tonnes of winning ways to make requests that get you to 'yes' Wholly practical in style and content, the book features accessible, straightforward techniques readers can put into action immediately Designed for quick-reference while on the move, it affords instant access to specific, step-by-step, single-page techniques as needed

Author Biography

Haider Imam was UK Sales Trainer of the Year 2007, and works at home & abroad with global brands teaching influencing skills, sales, negotiation and leadership, contributing to a $75,000,000 return on investment for clients in this work over the last three years. He manages a team of talented consultants, which requires stellar influencing skills.
He has been training for ten years, and is a speaker and writer for the Institute of Sales & Marketing Managers. He has clients such as EDF Energy, Merlin (Tussauds, Legoland, Sea Life, etc.) ADS (the UK Aerospace, Defence & Security body) and more, as well as links at Sage UK, Nando's and others.

Table of Contents

Introduction: Why Getting “Straight to Yes” is So Relevant Today

1 Asking: The “Inner Game”

2 Getting Ready for the Ask

Part One – Asking with Frames in Mind

3 Consistency

4 Same and Different

5 Ready for Business

6 The Way We See It

Part Two – Asking with Tribes in Mind

7 Body Talk

8 The Name’s Bond ... Social Bond

9 The Wider Tribe

10 Progressive Feedback Loops

Part Three – Asking with the Brain in Mind

11 The Loss and Pain Brain

12 Reactance

13 Pattern Breakers

14 Priming

Part Four – Commencement

15 Actively Reflect

16 Good Integrate!

17 Some Asks to Avoid

18 Making Sure It Sticks

3 ... 2 ... 1 ... Commence!

About the Author

Acknowledgements

References

Index