How to Get Anyone to Say Yes in 8 Minutes or Less.pdf

“As a sports and performance psychologist who promotes the positive use

of persuasion and influence to turn people into extraordinary performers,

I always urge clients to read Kevin Hogan’s material. His new book, The

Science of Influence , will now be at the top of the required reading list for all

my sales training and coaching clients. Hogan has outdone himself this

time.This is a must-read for everyone who wants to be more successful.”

—Richard F. Gerson, Ph.D., CPC, CPT, CMC

Author of 19 books, including

HEADcoaching: Mental Training for Peak

Performance and Winning the Inner Game

of Selling

“Whether it is in the boardroom, on the golf course, or across the dinner

table, we all struggle to unlearn bad habits, put to rest unfounded fears, and

effect positive change. Kevin Hogan offers us a simple but powerful way to

shape behaviors, responses, and performance—both our own and those of

others.”

—Linda Parker

Educator and author of The FabJob Guide to

Become a Professional Golfer

“A cornucopia of research-proven tips, techniques, and resources to help

you unlock the key to your prospect’s mind and elicit a positive response.

Easier, faster, and more effective for those in business than an advanced

degree in psychology!”

—Roger C. Parker

Author, coach, consultant

SCIENCE

OF INFLUENCE

How to Get Anyone

to Say “Yes” in 8

Minutes or Less!

Kevin Hogan

John Wiley & Sons, Inc.

THE

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted

in any form or by any means, electronic, mechanical, photocopying, recording, scanning,

or otherwise, except as permitted under Section 107 or 108 of the 1976 United States

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Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400,

fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for

permission should be addressed to the Permissions Department, John Wiley & Sons, Inc.,

111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008.

Limit of Liability/Disclaimer of Warranty:While the publisher and author have used their

best efforts in preparing this book, they make no representations or warranties with

respect to the accuracy or completeness of the contents of this book and specifically

disclaim any implied warranties of merchantability or fitness for a particular purpose. No

warranty may be created or extended by sales representatives or written sales materials.

The advice and strategies contained herein may not be suitable for your situation.The

publisher is not engaged in rendering professional services, and you should consult a

professional where appropriate. Neither the publisher nor author shall be liable for any loss

of profit or any other commercial damages, including but not limited to special, incidental,

consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Hogan, Kevin.

The science of influence : how to get anyone to say “yes” in 8 minutes or less! / Kevin

Hogan.

p. cm.

Includes bibliographical references.

ISBN 0-471-67051-0

1. Success in business. 2. Influence (Psychology) 3. Persuasion (Psychology)

I. Title.

HF5386.H654 2004

153.8'52—dc22

2004007667

Printed in the United States of America.

0987654321

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