3 Steps To Yes: The Gentle Art of Getting Your Way – Book Review

Although this book is about 10 years old, it still has some great value. I forget who &/or where I got the idea to read it but nonetheless it is a good read, albeit long. 3 Steps to Yes is intended for those who lack the natural persuasive ability, or for those coming from the more traditional hard-sale training. Gene gives numerous examples and concepts to help drill in each of the 3 main, 21 total sub, points.

Personally I felt the book could have been half its length & equally effective. In addition there were entirely too many examples that dealt with raising children/ persuading children to do what you want as their parent. Although I don’t have any experience being a parent I found myself disagreeing with quite a few of his examples; yet with regards to business, there were multiple times when the wrong examples were too close to home.

“The Need To Win” in chapter 2 is a great example of how I realized I would try to get my way. “Rational or not, people have a deep-seated, often uncontrollable need to win, and you’ll have an easier time getting your way in everyday life if you make them feel like winners.” pg 27  I found myself extremely guilty for creating these win-loose scenarios when dealing with almost any type of debate.

If you’re someone who doesn’t like the idea of selling, and/or just not good at influencing people to do things your way even when your right, this is a good book for you. It helps remove those barriers of why all salespeople seem like con-artists, and walks you through the steps to understanding your prospect and helping them help you.

I give it 3/5 stars ★★★

  • The other guy talks first – pg 57-58
  • “If your Prospects are unaware of their personal needs, you must help them become aware before you can persuade them” – pg 96
  • “The leader must know, must know that he knows, and must be able to make it abundantly clear to those about him that he knows.” – Clarence B. Randall pg 119
  • “Put it before them briefly so they will read it, clearly so they will appreciate it, picturesquely so they will remember it and above all, accurately so they will be guided by its light.” – Joseph Pulitzer pg 165
  • Personal Positioning – pg 169-171
  • The Bottom Line – pg 228

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