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Check Your Dissonance at the Door

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Excerpted with the permission of the author from pages 77-82 of  “Just Listen”

Jack was a civil tax attorney. By that, I don’t mean that he did civil law; I mean that he was mild mannered, respectful, even tempered, and calm in his dealings with the IRS for his clients. He was very successful because of his incredible preparation, not because of the force of his...

The Impossibility Question

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Excerpted from Chapter 12 of Just Listen with the permission of the author Mark Goulston

Birds fly, but people can’t. You can’t record music. You can’t market a Pet Rock. And you certainly can’t become a multimillionaire by selling books on-line. Why? Because everybody says so . . . or at least everybody used to. Of course, that was before somebody did each of these things.

If...

DON’T JUST ACT INTERESTED— BE INTERESTED

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Excerpted with the permission of the author from pages 59-61 of  “Just Listen”

As the old joke goes, “You can’t fake sincerity.” You can’t fake interest, either, so don’t try. The more you want to influence and get through to discerning and successful people, the more sincere your interest in them needs to be.

Recently, I was having lunch with an...

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