Selling ideas: How woo works -- Start with you: persuasion styles -- Connect your ideas to people: stepping-stones -- Build relationships and credibility: trust -- Respect their beliefs: a common language -- Give them incentives to say yes: interests and needs -- State your case: the proposal -- Make it memorable: the personal touch -- Close the sale: commitments and politics -- Woo with integrity: character -- Appendix A: Six channels survey -- Appendix B: Persuasion styles assessment -- Appendix C: The woo worksheet.
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