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Introduction
THE 100 BIG IDEAS
If you think you’ll fail – you probably will!
Practise persistence
Build upon your strengths
Move “toward”, not “away”
Acquire authenticity
Be brave
The BUT stops here!
Turn “I Can’t” into “I Can”
Free coaching!
Vision on!
Ask and you will get
Emailing on Sunday
Find every way to be wrong
Smile more
Say it without speaking
Shout “STOP!” occasionally
Make full use of YouTube
Grab attention
Who do you think you are?
The web of influence
Internetworking
Build a database
Keep your distribution list relevant
Make your calls late and early
Tidy desk, tidy mind
Tough things first
Close your eyes on the phone
Take a break
Open a window
Avoid big meetings
The ten beliefs of excellence
Success is an attitude
Theoretical attitudes
Utilitarian attitudes
Social attitudes
Aesthetic attitudes
Individualistic attitudes
Traditional attitudes
The double agenda
Modelling
Matching and mismatching
Chunking it
VAK it!
Internal and external references
Distortions, deletions and generalizations
Be fully present
Listen with your feet
The Rule of Four
Professional rapport
Personal rapport
Feel, Felt, Found
Pre-empting
Deflecting
Persuasive influences
Influence with similarity
Influence through commitment
Use humour in negotiations
The influence of friendship
Clean questions
The magic wand
Regain control
The single question
Causal questions
Hidden messages
Perfect timing
Tell stories
Embedded commands
The rhythm of repetition
Anchors
Visualization
Press releases
Less is always more
Total impact
Hypnotic language
Keep pace
Talk to yourself
Let your body speak
Tone of voice
Authoritative influence
Superfluous or plain useless?
Sell value
Gift them your business card
A trusting handshake
Be dependable
Show integrity
Be credible
Develop empathy
Be consistent
Think customer
Numbers not %
Swipe it
Use Google alerts
Use RSS feeds
The power of LinkedIn and Facebook
Find positive coping strategies
Understand your role
Apply RACT
Get them on your RADAR
Because need drives every opportunity
100 The successive imperative
About the Authors 110
Picture Acknowledgements
© 2014 Transform Performance International LLP
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