Selling ideas: How woo works
Start with you: persuasion styles
Connect your ideas to people: stepping-stones
Build relationships and credibility: trust
Respect their beliefs: a common language
Give them incentives to say yes: interests and needs
State your case: the proposal
Make it memorable: the personal touch
Close the sale: commitments and politics
Woo with integrity: character
Appendix A: Six channels survey
Appendix B: Persuasion styles assessment
Appendix C: The woo worksheet