Just Listen: Discover the Secret to Getting through to Absolutely Anyone

Just Listen: Discover the Secret to Getting through to Absolutely Anyone

Just Listen: Discover the Secret to Getting through to Absolutely Anyone

Just Listen: Discover the Secret to Getting through to Absolutely Anyone

Synopsis

Foreword by Keith Ferrazzi, author of Never Eat Alone and Who's Got Your Back


The first make-or-break step in persuading anyone to do any thing is getting them to hear you out. Whether the person is a harried colleague, a stressed-out client, or an insecure spouse, things will go from bad to worse ifyou can't break through emotional barricades.


Drawing on his experience as a psychiatrist, business con sultant, and coach, and backed by the latest scientific research, author Mark Goulston shares simple but powerful techniques readers can use to really get through to people - whether they're coworkers, friends, strangers, or enemies. Just Listen reveals how to:


• Make a powerful and positive first impression

• Listen effectively

• Make even a total stranger - a potential client, perhaps - feel "felt"

• Talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational mindset

• Achieve buy-in, the linchpin of all persuasion, negotiation, sales, and more


Getting through is a fine art but a critical one. With the help of this groundbreaking book readers will be able to turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends.

Excerpt

Managers, CEOs, and salespeople often tell me, “Talking to soand-so is like hitting a brick wall.”

When I hear those words, I reply: “Stop hitting your head against the wall and look for the loose brick.” Find that loose brick—what the other person really needs from you—and you can pull down the strongest barriers and connect with people in ways you never thought possible.

And that brings me to my friend and colleague Mark Goulston. Mark has an almost magical ability to reach everyone—corporate CEOs, managers, clients, patients, warring family members, even hostage takers—because he always finds the loose brick. He’s a genius at reaching unreachable people and, in this book, you’ll find out just how he does it.

I originally met Mark through his books Get Out of Your Own Way and Get Out of Your Own Way at Work. His books, his work, and, most importantly, Mark himself so impressed me that I pursued him and now we’re business partners. He’s one of the thought leaders at Ferrazzi Greenlight and a trusted adviser to me. After watching him work, I can tell you why everyone from the FBI to Oprah pays attention when Mark talks about reaching people: his techniques, simple as they sound, really work.

Oh, and don’t be put off by the fact that Mark’s a psychiatrist. He’s also one of the best business communicators I’ve ever encountered. Put him in an office where everyone’s at war or the sales team can’t get buy-in from clients or morale and productivity are tanking, and he’ll solve the problem—fast—in a win-win way where everyone comes out ahead.

If you’d like to achieve that kind of success, you’ll find no better guide than Mark. He’s brilliant, funny, kind, and inspiring, and his stories about everyone from unwelcome holiday guests to F. Lee . . .

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