This book is a self-hurt book wearing self-help clothing. The techniques this guy proposes are 3rd rate. If you use these ham-handed techniques, you'll be the stereotypical overgroomed, oversmiling, overhappy, over the top stereotype that everyone's radar picks up instantly.
He gives useful tips like "Change your shirt twice a day, so you look polished." "Get a stylish haircut". "Make eye contact".
I laughed as i listened to this audiobook. It sounds like a Steve Martin skit "Training the failure to be loved by everyone."
The core problem: there is no subtlety to these techniques. Each one is focused on the reader "taking control" of each situation. The problem is, the people you're trying to take control of aren't as stupid as this guy portrays. It's implied that 'taking control' is always the best option.
I've found it's not.
For instance, take this line in the chapter "Establishing Familiarity". "When meeting people, become friendly with them. Find something you have in common, then refer to it often. In this way, they will like you, because they like the object or person you are referring to. BUT, beware.
Don't get TOO familiar with them, because they may use that familiarity against you. You need to retain control at all times, and make sure that the outcome is controlled by you."
Every transaction with another human is a zero sum game. There is a winner, there is a loser. Even when Lakhani labels it "win/win", it's really "win/lose".
So, if that's what you're looking for, and you actually know people that this clumsy, stumbling beginner's tactic will work on, then buy it.
This book is the sales manual from "Glen Gary Glen Ross' or "Boilerroom".
In the 1st chapter the author goes out of his way to define the difference between "manipulation" and "persuasion". If the editor dropped the 1st chapter and titled the book "Manipulation", the title would be accurate. In true sales form, the author tackles the main objections at the start of the pitch, and then moves on to make the close.
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I've read a few books in this genre. Here's the two that worked best for me.
1) Influence by Robert Caldini
2) How to talk to anyone by Leil Lowndes. (i listened to the audiobook, and really liked that delivery format. )
