Discovering What They Really Want and Giving Them Permission to Have it.

When it comes to “persuasion” what often springs to mind is the image of the cheesy salesman — a guy with a plaid jacket, shiny patent shoes, and a big fake smile topped off with a moustache that looks like a caterpillar crawled upon his lip to die. The first words out of his mouth are: “Have I got a deal for you.”