Know what to say next.
A practical manual for talking to prospects, strangers and difficult people. 153 techniques graded by evidence, 43 drills, and the exact words to use.
2 · Drill of the dayDo the drill
3 · Find the threads
Start with a topic
- Opening ConversationsStarting with strangers, at events and on calls, without sounding like a pitch.16 techniques
- Keeping It GoingWhat to say after the first two minutes: threads, depth, listening and stories.18 techniques
- Staying CalmDisagreeing without offending anyone, and without it showing on your face.18 techniques
- Selling and ProposalsMeetings that end in a dated next step: preparing, asking, telling, proposing, following up.28 techniques
- Objections and NegotiationWhen they push back on price, timing or trust, and how to hold your ground politely.18 techniques
- Words That WorkThe exact words that make people believe you, remember you and act.18 techniques
- Voice and SpeakingPace, pauses, presence and talks people remember.22 techniques
- MythsPopular communication advice that the research does not support, and what is true instead.15 techniques
How the grades work
- Strong evidence Replicated widely or supported by meta-analyses.
- Solid evidence Good studies, fewer replications.
- Mixed evidence Real, but smaller or shakier than the popular story.
- Practitioner wisdom Taught by experienced sellers and speakers; not tested in studies.
- Myth A popular claim the evidence does not support.
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