How to Change Minds
Influencing people without manipulating them is the key to what makes this book different from other books. And while the book applies heavily to sales people, we all know people who need to make a change. It begins with understanding how people make decisions. Once you understand how to identify where others are in their decision cycle, the author explains how to establish genuine trust and then moves on to the most difficult aspect of influence: establishing a sense of urgency for change.