Get the key ideas from
Don't Take Yes for an Answer
Using Authority, Warmth, and Energy to Get Exceptional Results
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.
- Ambitious employees who are trying to land promotions
- Underdogs seeking a breakthrough
- Aspiring advocates who want to inspire others
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.
Go Premium and get the best of Blinkist
Upgrade to Premium now and get unlimited access to the Blinkist library. Read or listen to key insights from the world’s best nonfiction.
Upgrade to PremiumWhat is Blinkist?
The Blinkist app gives you the key ideas from a bestselling nonfiction book in just 15 minutes. Available in bitesize text and audio, the app makes it easier than ever to find time to read.
Start free trialDiscover
4,500+ top
nonfiction titles
Get unlimited access to the most important ideas in business, investing, marketing, psychology, politics, and more. Stay ahead of the curve with recommended reading lists curated by experts.
Start free trialJoin Blinkist to get the key ideas from
Get the key ideas from
Get the key ideas from
Don't Take Yes for an Answer
Using Authority, Warmth, and Energy to Get Exceptional Results
- Read in 15 minutes
- Audio & text available
- Contains 9 key ideas
Synopsis
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.
Key idea 1 of 9
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.
Key ideas in this title
- The impression you make on others is more important than your technical know-how.
- Western culture is feedback-averse.
- Your voice is a tool you can use to embody authority.
- To convey authority, work on your presence.
- Without warmth, authority means nothing.
- To create warmth, give your full attention to other people.
- Energy equals influence.
- To use energy effectively, focus on the needs of others.
- Final summary
