One of the most important keys to getting through to anyone and then influencing them is to realize that inside everyone's mind, they listen to someone or something.
Very often, when you get into a conversation that's more of a debate, you'll pick up that the other person is venting at you. And when someone vents at you, it triggers a reaction. You get defensive and vent back.
Salespeople are in the decision business. Their livelihood depends on the decisions of others.
Do not go out first thing after signing a contract and buy assets that are huge compared to the contract signed. Just because you have money for the first time doesn't mean you have to spend it before you know all the ramifications of buying the assets.
President Reagan preached 'trickle down economics' but naively did not reckon on the fact that the wealthy would only care about getting more for themselves instead of caring about helping those with less.
When you know you haven't been connecting with, persuading, or getting through to someone, consciously pause before meeting them and say to yourself, 'During this conversation, I am committing to being present and to connecting.'
