HOW TO MAKE PEOPLE LIKE YOU IN 90 SECONDS OR LESS - Nicholas Boothman

 * When you first meet someone, pay attention to your body language. eyes and facial expression. Lean slightly toward the other person to subtly indicate interest and openness

* Improve your rapport with others by adopting useful attitude:

- Consider your end goal and the approach that will help you reach it efficiently

* To be likable and credible to others, display open and consistent body language. What you say, how you say it and the signals your body sends while you are saying it all need to be aligned.

* The key to good conversation is asking the right questions and knowing how to listen. Open questions are good to make conversation flow. When you want to say something, remember, first, not to interrupt the other person and second, to enthusiastically respond to what has been said.

* People perceive the world by filtering stimuli via one of three different senses: Visual (look up and left-right), auditory (left or right) or kinesthetic (down to other side). By matching your responses to a person's dominant sense, you can make that person like you more. 

THE SPEED OF TRUST - Stephen M.R.Covey & Rebecca R.Merrill

 - (Strategy x execution) x trust = results

- Foster self-trust:

+/ Integrity" do what you say you will do

+/ Intent: analyze and redefine your motives => Am I really listening to this person? & Keep learning

+/ Results

- Improve your behavior to increase trust:

+/ Tell the trust

+/ Respect others by showing that you care (tried and trust thank you notes, acknowledge the contributions; Avoid bad mouthing people

- Trust for internal stakeholders: observe alignment

- Trust for external stakeholders: Good reputation

- Trust for Societal stakeholders: contribution

JUST LISTEN - Mark Goulston

* Listening is a key to overcoming resistance and initiating progress

* Our brain is divided into 3 different layers:

- Repitilian: react to the immediate situation => Actions

- Mammalian: our emotions

- Reasoning: collecting and analyzing data and developing logical next steps

* Showing vulnerabillity is empowering and gives others the chance to listen to us

* Atmosphere of equality: Side by side approach: Ask questions adn follow up with more questions with the others' interest 

HERO HABITS- Hugh Culver

 HERO HABITS

TO SELL IS HUMAN-Daniel H.Pink

 * Seller: Service-oriented, asking the customer questions and helping him understand the flood of information available online.

* Salespeople are ambiverts = middle ground between introvert and extrovert

* Honesty and service (Questions and help customers) are the new tenets of sales => ABC of selling: Attunement, Buoyancy, Clarity

- Attunement: see things from other people's perspectives and act accordingly

- Buoyancy: overcome rejection before, during and after it happens: stay afload in a sea of rejection and  keep selling day after day, without losing faith => Interrogative self-talk helps you prepare for and deal with problems. & Stay POSITIVE

- Clarity: Move others by helping them see their problems and solutions more clearly => Ask questions to customers for comparison with limited options => help them to solve their problems.

* Modern pitches need to be short and engaging (Rhymying pitches)

* Techniques from improvisational theatre (listening fro offers; make your partner look good; yes, and & yes, but

* Make your efforts personal and purposeful