Table of contents for The art of woo : using strategic persuasion to sell your ideas / G. Richard Shell & Mario Moussa.


Bibliographic record and links to related information available from the Library of Congress catalog
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Chapter 1  Selling Ideas: How Woo Works              9
Chapter 2  Start with ou: Persuasion Styles         27
Shapter 3  Connect cour Ideas to People:
Stepping-stons                           59
Chapter 4  Build Relatonships and Credibility Irust  85
Chapter 5  Respect Their Belies: A C omron anguage    111
Chapter 6  Give Them Incentives to Say Yes:
Interests and Needs                     137
Chapter 7  State Your Case: The Proposal           159
Chapter 8  Make It Memorable: The Personal Touch   185
Chapter 9  Close the Sale: Commitmrents and Politics  207
Capter 10   Woo with Integrity: C(ar cter           235



Library of Congress subject headings for this publication: Selling, Marketing, Persuasion (Psychology)