How to Influence People by Dale Carnegie

Dale Carnegie's method is psychologically not only just getting them to talk, but moving their brain in a direction of becoming more open to what you have to say. So if you get those two yeses, even though they're the quote unquote dumb questions, sometimes in my opinion, those are okay because it's also establishing that you've done your research. Colin: I think 90% of conversation on the phone is not just the words you say, but the people's skills behind it.