Just Listen

Discover the secret to getting through to absolutely anyone | taught by Jan Smit

Take a look what's inside:

Hello fellow learner!

This week we discuss the book Just Listen from psychologist Mark Goulston.

In one sentence, this book gives you The Secrets to Getting Through to Absolutely Anyone.

It is a great book on convincing people, with very practical and actionable tips in it.






The book's best ideas:

1. The Impossibility Question (or "kicking but"): You ask "What's something that would be impossible to do, but if you could do it, would dramatically increase your success." Then after they respond, you ask "What would make it possible?"

2. The Stipulation Gambit: Instead of hiding a weakness or problem, neutralize it. Show poise by openly expressing the misgivings people have about you, and they'll be more likely to give you their positive and undivided attention.

3. From Transaction to Transformation: Transactional communications don't create traction in a relationship because they're impersonal and shallow. So we need to move beyond transacting to relating by asking questions that let the other person tell you: "This is what I think," "This is who I am," "This is what I want to achieve," or "This is how you can play a part in making my life better." Endeavor with this "eyes-to-the-sky" technique to get others to look up and reflect.




This week's implementation tips:

  1. The question you ask is: 'Regarding to your business challenge: what's something that would be impossible to do, but if you could do it, would dramatically increase your success?'
  2. Make sure that the process of becoming a customer is the most simple process ever.
  3. Ask questions that inspire and challenge your leads, and don't be afraid to be controversial.



Our favorite quote about making it easy for customers:


Jan Smit
Jan Smit
Co-Founder Business Book Academy

Entrepreneur | Marketeer | Psychologist

Favorite business books:

  • Scaling Up
  • High Output Management
  • Book Yourself Solid
  • Brand You 50