ARLENE DICKINSON ~ PERSUASION ~ COLLINS ~ 2011

~ PIAAR ~ Persuasion Is All About Relationship

~ A/H/R ~ Authenticity / Honesty / Reciprocity

~ P-IT-H-S-PO-MS-I ~ Persuasion – Is The – Honest – Shared – Pursuit Of – Mutual Self-Interest

~ YSAFFTAQ ~ You Should Always Feel Free To Ask Questions

~ ATTBWO:APTI-OAT-O-WTEITBACLTWOO ~ Another Thing To Be Wary Of: Any Process That Isn’t – Open And Transparent – Or – Where The Expert Is Tucked Behind A Curtain Like The Wizard Of Oz

~ TFT-PYRHBIS-CBAPS-B-INAATYCS-DD ~ The Fact That – People You Respect Have Bought Into Something – Can Be A Promising Sign – But – It’s Never An Indicator That You Can Skip – Due Diligence

~ A-SMC-IT-SQN-O-DB-A-WO-YDHMHOBMP ~ A – Strong Moral Compass – Is The – Sine Qua Non – Of – Doing Business – And – Without One – You Don’t Have Much Hope Of Becoming More Persuasive

~ TBY-YHTKWRMTY-A-WYW ~ To Be Yourself – You Have To Know What Really Matters To You – And – What You Want

~ AIR ~ Authenticity Inspires Respect

~ TAWTTAOV:NAWBAPOETIEC-ATAP-SOP ~ There’s Another Way To Think About Our Vulnerabilities: Not As Weakness But As Points Of Entry That Invite Emotional Connections – And Therefore As Potential – Sources Of Power

~ OPSAIWWA-BIDLWWCB ~ Our Past Shapes And Influences Who We Are – But It Doesn’t Limit Who We Can Become

~ GAD-ATEO-PP-B-WYWONSTM-ICCYJ ~ Greed And Desperation – Are The Enemies Of – Principled Persuasion – Because – When You Want Or Need Something Too Much – It Can Cloud Your Judgment

~ ENTHCDLTWNC-NMWOTOS ~ Everyone Needs To Have Clearly Drawn Lines They Will Not Cross – No Matter What’s On The Other Side

~ Y-H-ETY-HAC-APAC-A-IHIATTOP-TIITH ~ Your Honesty Establishes That You’re – Human And Confident – A Pretty Appealing Combination – And If Honesty Isn’t Appealing To The Other Party – That’s Important Information To Have

~ BYCPAE-YHTPY-F-WHCARWPOWCDT ~ Before You Can Persuade Anyone Else – You Have To Persuade Yourself – Frequently – We’re Highly Creative And Resourceful When Persuading Ourselves We Can’t Do Things

~ YCTYT-LFO-IOTYYFIO ~ You Can Train Yourself To – Look For Opportunity – Instead Of Telling Yourself You Face Impossible Odds

~ YCPYTC-OP-NP ~ You Can Persuade Yourself To Concentrate – On Potential – Not Problems

~ YCVSA-ACTDD-NAPTYDHWITTS ~ You Can View Setbacks As – A Challenge To Dig Deeper – Not As Proof That You Don’t Have What It Takes To Succeed

~ BALHOWMYPOBYEEOYM-BYUAW-YNTP-YNTFOWDTOP-WMT?-WDTW? ~ But At Least Half Of What Makes You Persuasive Occurs Before You Ever Even Open Your Mouth – Before You Utter A Word – You Need To Prepare – What’s Motivating Them? – What Do They Want?

~ TPOP-INTCOAA-K-I-A-TPI-TGYECTOYMAKYMSACMITPOP ~ The Point Of Preparation – Is Not To Come Off As A – Know-It-All – The Point Is – To Give You Enough Confidence To Open Your Mind And Keep Your Mouth Shut At Crucial Moments In The Process Of Persuasion

~ L-ITKTUWOPWAN-AT-TFOTPOP ~ Listening – Is The Key To Understanding What Other People Want And Need – And Therefore – The Foundation Of The Process Of Persuasion

~ A-P-INA-SS-IA-C-A-TPIT-EAL-NTTAS ~ A – Pitch – Is Not A – Sales Spiel – It’s A – Conversation – And – The Purpose Is To – Engage And Learn – Not To – Talk And Sell

~ LT-L-I-TSMISYNTMIOTBMP ~ Learning To – Listen – Is – The Single Most Important Skill You Need To Master In Order To Become More Persuasive

~ TASBTSWYN-YNTLAOSFAM-WEFAWAWTMOC-ASAYBE-YRTYPTNF-TLYRS-TMLTOPITC ~ There’s A Significant Benefit To Silence When You’re Negotiating – You Need To Let An Offer Sit For A Minute – Without Explaining Further And Without Appearing Willing To Move Or Compromise – As Soon As You Begin Elaborating – You Reveal That You’re Prepared To Negotiate Further – The Longer You Remain Silent – The More Likely The Other Person Is To Compromise

~ CYEATD-YFTOTDAIMC-IMETUWDOPATFOHTMTGCWY ~ Check Your Ego At The Door – You’re Free To Observe The Dynamics And Interactions More Closely – It’s Much Easier To Understand What’s Driving Other People And To Figure Out How To Make Their Goals Compatible With Yours

~ IYCTA-P-IA-D-YGITLOCTKOCTWHYBMP ~ If You Can Turn A – Pitch – Into A – Dialogue – You Greatly Increase The Likelihood Of Creating The Kind Of Connection That Will Help You Be More Persuasive

~ LTTW-ATTHTS-STASDB-WBS-A-WTPSIIRTA ~ Listen To The Words – And Try To Hear The Subtext – Sometimes There’s A Significant Difference Between – What’s Being Said – And – What The Person Saying It Is Really Thinking About

~ FOTEDTC ~ Focus On The Emotion Driving The Conversation

~ EINANITW-DWMPB ~ Empathy Is Not A Negative In The Workplace – Despite What Many People Believe

~ ITAEITR? ~ Is There An Elephant In The Room?

~ RWYH-YWAL-BO-A-IYTOTS ~ Recap What You’ve Heard – You Were Actually Listening – Be Objective – And – Include Your Take On The Situation

~ FO-B-TTOP-NF ~ Focus On – Benefits – To The Other Party – Not Features

~ KIS-MTSMCDNMYSMI ~ Keep It Simple – Making Things Sound More Complicated Does Not Make You Sound More Intelligent

~ AGPTPOAJ ~ A Great Pitch Takes People On A Journey

~ DSOYOM-WYKPI-YWTBVSYHETTSI-BSTSOBRATS ~ Don’t Step On Your Own Message – Whatever Your Key Point Is – You Want To Be Very Sure You Have Enough Time To Say It – Be Sure To Spell Out Benefits Right At The Start

~ S-WAWSS-IGNR-B-TML-WAMSTEST-ISATACOAIS ~ Sometimes – When A Woman Says Something – It Gets No Response – But – Two Minutes Later – When A Man Says The Exact Same Thing – It’s Suddenly As Though A Choir Of Angels Is Singing

~ YNTMSTYPIABHAU ~ You Need To Make Sure That Your Pitch Is Actually Being Heard And Understood

~ KYM-SAC-GIOE-A-FOTBTTOP ~ Keep Your Message – Simple And Clear – Get It Out Early – And – Focus On The Benefits To The Other Party

~ LYPST ~ Let Your Personality Shine Through

~ YMHMTOTYT ~ You May Have More To Offer Than You Think

~ TGU-YNTBWTTR ~ To Get Unstuck – You Need To Be Willing To Take Risks

~ TSO-WWR-WWW-A-WYCDDNT-BMPIAOPWYALACAI ~ Taking Stock Of – What Went Right – What Went Wrong – And – What You Could Do Differently Next Time – Becoming More Persuasive Is An Ongoing Project Where You’re Always Learning And Can Always Improve

~ BAGL-EIIWAFF ~ Be A Gracious Loser – Even If It Wasn’t A Fair Fight

~ DPF(EWIP)-DTITH ~ Don’t Personalize Failure (Even When It’s Personal) – Don’t Take It To Heart

~ MM-IMHT-AND ~ Making Mistakes – Is More Honourable Than – Attempting Nothing Difficult

~ HYTAYMIFP-VMALORTF-YWAPBLT ~ How You Think About Your Mistakes Influences Future Performance – View Mistakes As Learning Opportunities Rather Than Failures – You Will Actually Perform Better Long Term

~ IYCAT-YMAM-YMMAEBO ~ If You Can’t Accept That – You’ve Made A Mistake – You May Make An Even Bigger One

~ TWBOO ~ There Will Be Other Opportunities

~ DODAFWHYWNT-FOLL ~ Dwelling On Disappointment And Failure Won’t Help You Win Next Time – Focus On Lessons Learned

~ WYW-YSGTTS-P-MP-YDWYL-WWW?-WWW?-WCUDEB? ~ When You Win – You Should Go Through The Same – Post-Mortem Process – You Do When You Lose – What Went Well? – And – What Went Wrong? – What Could You Do Even Better?

~ P-DCWAC-A-YBBSYD ~ Persuasion – Does Come With A Cost – Accountability – You’d Better Be Sure You Deliver

~ OYM ~ Own Your Mistakes

~ IYHTE-DSG ~ If You Have To Exit – Do So Gracefully

~ INTLTCYL-B-THPTSOTIOYPIAAY-WIW-APSW-Y ~ It’s Never Too Late To Change Your Life – But – The Hardest Person To Sell On The Idea Of Your Potential Is Almost Always Yourself – Which Is Why – All Persuasion Starts With – You

ARLENE DICKINSON ~ ALL IN ~ 2013

~ TBA-E-ITPADWEYHAATYA-TANH-M-YHTB-AI ~ To Be An – Entrepreneur – Is To Pursue A Dream With Everything You Have And All That You Are – There Are No Half-Measures – You Have To Be – All In

~ GUTBM ~ Get Used To Being Misunderstood

~ LTF-VO-TOTTNYALYW-WB-TFIYB ~ Light The Fire – Very Often – The Only Thing To Nourish You And Light Your Way – Will Be – The Fire In Your Belly

~ ARH ~ A Rebel Heart

~ FCBAEM-TTITMIYFIOYE-A-FWTHIGP-NBPBI ~ Fear Can Be An Excellent Motivator – The Trick Is To Make It Your Friend Instead Of Your Enemy – And – Find Ways To Harness Its Galvanizing Power – Not Be Paralyzed By It

~ MTTR:R/R/R ~ Mastering The Three Rs: Roadblocks / Rejection / Resilience

~ H-‘N’-OAO-CBS-D-O-ICBTMOY ~ Hearing – “No” – Over And Over – Can Be Soul-Destroying – Or – It Can Be The Making Of You

~ POTLC-IDAKFDBPWAO-OALGBTO-CC-ATHVN-SAAFOEOBS ~ Part Of The Learning Curve – Is Developing A Knack For Distinguishing Between People Who Are Offering – Or At Least Genuinely Believe They’re Offering – Constructive Criticism – And Those Who View Nay-Saying As A Form Of Entertainment Or Blood Sport

~ DF-TCP-TDSR-EWWYDIPAD-MAOOO ~ Departing From – The Conventional Path – To Do Something Risky – Especially When What You’re Doing Is Pursuing A Dream – May Alarm Or Offend Others

~ CAZO(TYRATA) ~ Cultivating A Zen Outlook (Though You’re Really A Type A)

~ DBBPALP-NIMITP-SDODSFMW ~ Distinguishing Between Big Problems And Little Problems – Nothing Is More Important Than Perspective – Survival Depends On Developing Strategies For Managing Worry

~ WICU-ISNAAPD ~ Worry Is Completely Useless – It Solves Nothing And Actually Promotes Dysfunction

~ LTETM ~ Learning To Embrace The Mess

~ TNCLTCTCFRHCSYF ~ There’s No Confidence Like The Confidence That Comes From Having Confronted Something You Feared

~ TMHIAWM-TSMTG ~ The More Honest I Am With Myself – The Stronger My Team Gets

~ TMOW/LB ~ The Myth Of Work/Life Balance

~ SD-TIT ~ Slow Down – Think It Through

~ BTIO-A-TTUO ~ But There’s Informed Optimism – And – Then There’s Uninformed Optimism

~ DYHYJ?-ODYWTBANL?-IAR-R-BITTTSABWYPGITETHYIN ~ Do You Hate Your Job? – Or Do You Want To Build A New Life? – It’s A Really – Really – Bad Idea To Try To Start A Business When Your Primary Goal Is To Escape The Hell You’re In Now

~ CYHC? ~ Can You Handle Criticism?

~ DYHFIY? ~ Do You Have Faith In Yourself?

~ TBWITWTWBFY ~ The Best Way Is The Way That Works Best For You

~ TTATALOFIT-YJITU-TNPWTF-100%R ~ The Thing About Taking A Leap Of Faith Is That – You’re Jumping Into The Unknown – There’s No Possible Way To Feel – 100 Percent Ready

~ F-A-S-O-A-GAA ~ Feeling – Afraid – Stressed – Overwhelmed – And – Going Ahead Anyway

~ ETE-AH-N-O-H-H-M-BYGTA-Y ~ Expect To Encounter – A Hundred – No’s – Or – Half-Hearted – Maybe’s – Before You Get To A – Yes

~ U-YARE-NS-DNVA ~ Unless – You’re A Raging Egomaniac – Nagging Self-Doubt Never Vanishes Altogether

~ SEPT-‘G’-Y ~ Stop Expecting People To – “Get” – You

~ MSWFY ~ Make Your Schedule Work For You

~ BPARS ~ Business Partnerships Are Rarely Simple

~ JL-TBM-TBP-ABO-T/MR/CS/P/AAHWTWTAAD ~ Just Like – The Best Marriages – The Best Business Partnerships – Are Based On – Trust / Mutual Respect / Complementary Skills / Personalities / And A Healthy Willingness To Work Through And Address Differences

~ R-R-R-B-D-TWINWYHD-WAHIBL-BHYHTWYD ~ Really – Really – Really – Really – Bad – Days – The Question Is Not Whether You’ll Have Days – When All Hell Is Breaking Loose – But How You’ll Handle Them When You Do

~ LWAE-OLOBBPAPLCBVHOOF-WAIDIAABOBC ~ Living With An Entrepreneur – Our Lack Of Boundaries Between Personal And Professional Life Can Be Very Hard On Our Families – Who Are Inevitably Drawn Into And Affected By Our Business Choices

~ TP-OC-IT-YNARUIBSTGTJD-B-FT-IOASHTB-ALIYOM ~ The Problem – Of Course – Is That – You Need A Ramped-Up Internal Belief System To Get The Job Done – But – From There – It’s Only A Short Hop To Becoming – A Legend In Your Own Mind

~ YCEEAYTBAPAYBAYA ~ You Can’t Expect Everyone Around You To Be As Passionate About Your Business As You Are

~ SFAPOYT ~ Seeing Failure As Part Of Your Training

~ IOTTKT-F-CTYAL-B-IYDTYTGCWTT-YNBATFTLEIYF ~ It’s One Thing To Know That – Failure – Can Teach You A Lot – But – If You Don’t Train Yourself To Get Comfortable With The Teacher – You’ll Never Be Able To Face The Lessons Embedded In Your Failings

~ IYCRYEFTE-YSMCTOVAAP-A-YM-WBOF-L-N-S-P ~ If You Can Remove Your Emotions From The Equation – You’ll See More Clearly That Other Variables Are At Play – And – Your Mistakes – Will Become Opportunists For – Learning – Not – Self-Punishment

~ T-T-A ~ Try – Try – Again

~ BCWYWF ~ Be Careful What You Wish For

~ FPWTYTTA-ETYNNTHIMTE ~ Fewer People Will Tell You The Truth Anymore – Even Though You Now Need To Hear It More Than Ever

~ WYBOTSTCAWS-WI-MOAOP-YCWUFB-YSE ~ When You Binge On The Stuff That Comes Along With Success – Whether It’s – Money Or Admiration Or Power – You Can Wind Up Feeling Bloated – Yet Somehow Empty

~ IWYTBOL ~ I Wish You The Best Of Luck