This is one of those books that doesn’t necessarily jump out at you from the counter. Arlene Dickinson, who those of you in Canada will probably know best from the “Dragons Den”, has written about her ability to persuade and what it is she thinks makes someone good at it, in the book titled “Persuasion, a new approach to changing minds”.
I began reading this with a cynical mind and had it given to me as a gift for Christmas but surprisingly there were a number of great points that she makes on persuasion and by the end it had also served as a motivational tool.
Take Home Message
Anyone can be persuasive, it is how you go about it that makes the difference. The biggest point is that listening more than talking and really getting a sense of the other persons needs is paramount. This is not brain surgery sort of info, but it is worth remembering as all to often when faced with tough situations, people always fall into talking as opposed to listening.
Another really key point was honesty. I see it all the time with the big promises people make and the lack of depth they seem to have when selling to me, and remembering to open with some of your flaws allows you to connect with others in a way that being superficial simply does not.
Who should read this book
Anyone who is doubting what they are doing in sales, or any leader who likes to coach this. This book will give more info into what a person who has already made it, really thinks. Her story (which I won’t go into here), really is inspiring, and basically leaves you feeling that anything is possible should you go after it.
Score out of 100/90
Arlene seems to write well and has a number of great points that she makes, and the better part about it, is that she is not selling “how to be a better salesman”. She has made it in a separate industry so her advice seems more authentic and practical. Like most books that an author reflects on, she tends to be a bit self indulgent at times, almost stand offish in how she writes, which I guess takes some talent given she isn’t actually there reading the book to me. I would however suggest, that at the very least, borrowing this from the library would be a worthwhile endeavor. Myself, I am glad I have a copy. It is one of those books that keeps sales and persuasion in perspective.