Do you ever feel like you’re talking to a brick wall? The first step in persuading anyone to do anything is getting them to hear you out. But whether the person is a cynical colleague, furious customer, or overwhelmed spouse, their emotional barriers may be blocking your message. And if you can’t break through, you can’t move forward. “Just Listen” has helped tens of thousands of people tear down walls and establish productive communication. In this landmark book, veteran psychiatrist and business coach Mark Goulston reveals simple, proven techniques for moving people from resistance to consensus, explaining how to: listen effectively; make even a total stranger — perhaps a potential client — feel “felt”; shift an angry or aggressive person into a calmer, more receptive state; use empathy jolts to quickly bridge communication gaps; turn negative people into assets using the “Magic Paradox” Achieve buy-in, the linchpin of all negotiation, persuasion and sales. Barricades between people become barriers to success and happiness, so getting through is not just a fine art — it’s a crucial skill. With “Just Listen,” readers learn how to transform the “impossible” and “unreachable” people in their lives into true allies, loyal customers, and lifelong friends.
The original “How to Connect in Business in 90 Seconds or Less” received praise such as: “Nick Boothman’s brilliant stroke is to guarantee that within the first 90 seconds of meeting someone you’ll be communicating like old trusted friends. But he doesn’t stop there. This book shows how to turn those instant connections into long-lasting, productive business relationships.” – Marty Edelston, publisher, BottomLine/Personal. And: “Success in business depends on effectively communicating ideas, at least as much as thinking them up, and Boothman tells us how to do that.” – Matthew Bishop, The Economist.
Boothman’s message is central, and in this current business climate, critical: Whether selling, interviewing or motivating a team, success depends on convincing the other person and the quickest and best way to do that is through what he calls “rapport by design.” Using the science of Neuro-Linguistic Programming (built upon body language, attitude, voice and synchronizing behavior), Boothman shows how to create a winning first impression and, within 90 seconds, a lasting trust. Then, when those 90 seconds are up, he shows how to master the people-to-people skills that are essential to an ongoing business relationship.