Haider Imam was UK Sales Trainer of the Year 2007, and works at home & abroad with global brands teaching influencing skills, sales, negotiation and leadership, contributing to a $75,000,000 return on investment for clients in this work over the last three years. He manages a team of talented consultants, which requires stellar influencing skills. He has been training for ten years, and is a speaker and writer for the Institute of Sales & Marketing Managers. He has clients such as EDF Energy, Merlin (Tussauds, Legoland, Sea Life, etc.) ADS (the UK Aerospace, Defence & Security body) and more, as well as links at Sage UK, Nando's and others.

Introduction: Why Getting "Straight to Yes!" is So Relevant Today 1

1 Asking: The "Inner Game" 11

2 Getting Ready for the Ask 21

Part One - Asking with Frames in Mind 33

3 Consistency 37

4 Same and Different 49

5 Ready for Business 65

6 The Way We See It 79

Part Two - Asking with Tribes in Mind 87

7 Body Talk 91

8 The Name's Bond . . . Social Bond 105

9 The Wider Tribe 119

10 Progressive Feedback Loops 133

Part Three - Asking with the Brain in Mind 143

11 The Loss and Pain Brain 147

12 Reactance 161

13 Pattern Breakers 169

14 Priming 179

Part Four - Commencement 193

15 Actively Reflect 195

16 Good Integrate! 199

17 Some Asks to Avoid 203

18 Making Sure It Sticks 207

3 . . . 2 . . . 1 . . . Commence! 211

About the Author 213

Acknowledgements 215

References 217

Index 227