- Hardcover: 241 pages
- Publisher: Crown Business, N.Y.; 1st edition (Nov 2000)
- Language English
- ISBN-10: 0609606980
- ISBN-13: 978-0609606988
- Product Dimensions: 21.1 x 14.5 x 2.3 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 970,049 in Books (See Top 100 in Books)
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Product Description
Product Description
Everybody has to sell something sometime. We're not just talking about salespeople making quotas. Parents have to sell their kids on the idea of eating vegetables and not taking drugs; managers have to sell their employees on the idea of showing up on time and producing. Getting your message across requires selling yourself and your ideas in a way that guarantees a positive response from the most stubborn listener.
Gene Bedell spent a lifetime selling, but he changed his method when he discovered a better way. Three Steps to Yes shows you how to move anyone from no to yes in just three simple steps. It enables you to get people to do what you ask them to do and believe what you want them to believe without being a bully, damaging your relationships, or compromising your principles. All the old-fashioned persuasion techniques -- authoritative power, punishment, rewards, verbal manipulation, relationship selling, negotiation -- will be a thing of the past once you make this breakthrough three-step technique a part of your life.
Three Steps to Yes isn't a book of selling tricks. It's a new paradigm that shows you how to persuade your customers, your kids, or your coworkers to let you have your way by recognizing their needs, showing them your core values, and communicating effectively.
Full of helpful hints, invaluable tactics, and illuminating anecdotes, Three Steps to Yes is required reading for everyone from managers to mothers, bankers to business execs, and, yes, even salespeople.
Gene Bedell spent a lifetime selling, but he changed his method when he discovered a better way. Three Steps to Yes shows you how to move anyone from no to yes in just three simple steps. It enables you to get people to do what you ask them to do and believe what you want them to believe without being a bully, damaging your relationships, or compromising your principles. All the old-fashioned persuasion techniques -- authoritative power, punishment, rewards, verbal manipulation, relationship selling, negotiation -- will be a thing of the past once you make this breakthrough three-step technique a part of your life.
Three Steps to Yes isn't a book of selling tricks. It's a new paradigm that shows you how to persuade your customers, your kids, or your coworkers to let you have your way by recognizing their needs, showing them your core values, and communicating effectively.
Full of helpful hints, invaluable tactics, and illuminating anecdotes, Three Steps to Yes is required reading for everyone from managers to mothers, bankers to business execs, and, yes, even salespeople.
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First Sentence
Why do people smoke cigarettes or run five miles a day, go to church or to the golf course on Sunday mornings, hire you or someone else, obey their parents, or follow their peers? Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index
Why do people smoke cigarettes or run five miles a day, go to church or to the golf course on Sunday mornings, hire you or someone else, obey their parents, or follow their peers? Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Hardcover
A great guide on how to communicate effectively and obtain results. Gives tips on how to get a message through without hurting someone elses ego, and how to stand your ground without seeming obstinate.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
16 reviews
18 of 18 people found the following review helpful
"Trained Incapacity"
29 Nov 2000
Format:Hardcover
"Three (3) Steps to Yes: The Gentle Art of Getting Your Way", by Gene Bedell is the best book on persuasion I've ever read. ("How to Win Friends and Influence People" does come close.) I used Mr. Bedell's ideas and wisdom gleaned from the book today very effectively with clients (see below) and enjoyed how well they worked. I felt good, and my clients felt good. I do career management for very difficult, highly skeptical, high-functioning populations of attorneys, physicians, and PhD scientists--all of whom are educated beyond their abilities, esp. their ability to market themselves. Thorsten Veblen used the phrase "trained incapacity" to describe my clients, people who..., well, you get the idea. Some are too smart for their own good. They truly need "emotional intelligence", "social competence", and healthy street smarts. "3 Steps to Yes" delivers. Mr. Bedell is a non-ideological realist and a "people person" with integrity. He clearly understands what makes us tick, and how to make non-manipulative use of our our "personal", "credibility", and "self-interest" needs. I'm recommending this book to all of my "socially-challenged" clients and friends, myself included.
11 of 11 people found the following review helpful
Immediate Impact
20 Jan 2001
Format:Hardcover
Excellent book that reads like your having a conversation with Gene Bedell. What makes this an exceptional book is that it has an immediate impact on one's selling approach and style. I started using the ideas and 3 steps the next day. It is highly credible process, because Gene Bedell is a well recognized leader in selling anything, but particularly complex computer systems, where the invisible needs to be sold.
8 of 8 people found the following review helpful
The Power of Positive Persuasion
29 Nov 2000
Format:Hardcover
Everyone sells and everyone wants to year "yes" in the marketplace of life. Satisfy customers' personal needs and you can get them to "yes," according to author Gene Bedell.
After doing all the research, Gene Bedell shows you three simple skills to get people to say yes to your products and services and feel positive about you, your offerings, and your company. It doesn't get any better than that.
The Three Steps to Yes are powerful in their simplicity: really fill your customers' personal needs; be competent and trustworthy; and communicate persuasively. That's the truth. That's all there is to it.
If these are not already your results, Bedell can get you there in 241 pages of boiled down simple methods you can not only understand but also use realistically in everyday life without changing your personality, personal style or values.
Buy the book and give it to every one of your kids at high school graduation or this Christmas, to you can enjoy your retirement!
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