Don't Take Yes for an Answer Book Summary - Don't Take Yes for an Answer Book explained in key points
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Don't Take Yes for an Answer summary

Steve Herz

Using Authority, Warmth, and Energy to Get Exceptional Results

4.5 (85 ratings)
23 mins

What is Don't Take Yes for an Answer about?

Don’t Take Yes for an Answer (2020) identifies why some people consistently achieve career breakthroughs, while others struggle to reach their potential. By adopting an attitude of continual self-improvement and learning three crucial communication skills, you can achieve exceptional results, regardless of your field.

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    Don't Take Yes for an Answer
    summarized in 8 key ideas

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    Key idea 1 of 8

    The impression you make on others is more important than your technical know-how.

    What do actress Lucille Ball, designer Ralph Lauren, and British King George VI have in common? Well, they all realized that something was preventing them from reaching their full potential. And importantly, they took steps to overcome that obstacle so they could succeed.

    Lucille Ball changed her hair color from brown to red, giving herself an iconic look. Ralph Lauren changed his surname from Lifshitz. And King George VI hired a speech therapist to eliminate his stutter. These changes vary in significance, but they’re all the result of the same truth. Whether it’s fair or not, first impressions count.

    The key message here is: The impression you make on others is more important than your technical know-how.

    Sometimes, what holds you back isn’t as obvious as a surname that sounds like a profanity. You can have the right education, credentials, and network, and still consistently miss out on that promotion you long for.

    If you’re in this situation, your lack of progress probably has nothing to do with your technical skills, and everything to do with the impression you make. According to research conducted by the Carnegie Foundation, when it comes to success, your ability to connect with others is 85 percent more important than your know-how.

    If you come across as timid, unconfident, aggressive, or flat, it won’t matter how brilliant you are. You simply won’t be viewed as a leader who can effectively engage with others. And that means you’ll never move up the ladder.

    Similarly, if you don’t know how to communicate your message effectively, people won’t see the value in your ideas. It’s a bit like if you were making an important presentation, but you happened to have a piece of spinach stuck between your teeth. No one will listen to what you have to say; all they’ll pay attention to is that piece of spinach.

    Luckily, you can learn skills that will transform you into the most compelling person in the room using the AWE technique. It combines authority, warmth, and energy to help you engage people from the moment they meet you. That way, you can create an authentic and compelling first impression.

    We’ll look at each aspect of AWE in the blinks ahead. But first, it’s time to take a good, long look in the mirror.

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    Best quote from Don't Take Yes for an Answer

    When you embody authority, people invite you into the discussion and into the room.

    —Steve Herz
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    About the Author

    Steve Herz is a talent agent, career advisor, and president of The Montag Group – a consultancy committed to continuous professional improvement. Prior to joining The Montag Group, Herz represented over 200 television and radio personalities, through his company, IF Management.

    Who should read Don't Take Yes for an Answer?

    • Ambitious employees who are trying to land promotions
    • Underdogs seeking a breakthrough
    • Aspiring advocates who want to inspire others

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