Don’t Take Yes for an Answer Book Summary By Steve Herz

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Don't Take Yes for an Answer (2020) is a must-have book for anyone looking to achieve breakthroughs in their career.

The book offers readers a system of personalized learning that enables them to propel themselves to success, regardless of the field they are striving towards.

It identifies why some people consistently reach heights while others struggle to cross even the lowest bar and teaches three communication skills which are essential for their success.

The authors provide examples from interviews with individuals who have achieved true success, giving insight into how and why they took certain actions and reached high levels of achievement in their respective fields.

In short, Don't Take Yes for an Answer can arm you with all the necessary tools needed to push forward and break through barriers in your professional life - it's truly an invaluable resource!

Don't Take Yes for an Answer Book

Book Name: Don't Take Yes for an Answer (Using Authority, Warmth, and Energy to Get Exceptional Results)

Author(s): Steve Herz

Rating: 4.4/5

Reading Time: 23 Minutes

Categories: Communication Skills

Author Bio

Steve Herz is an experienced professional in the industries of talent representation, career consulting, and client advising.

Before heading up The Montag Group – a consultancy dedicated to progressive employee development – Herz ran IF Management, where he represented more than 200 radio and television personalities.

His wealth of experience across multiple sectors makes him a reliable source of information on how to attain success in your respective field.

Three Leadership Tools You Need To Reach Your Full Potential And Stand Out From The Crowd

 Leadership Tools

Are you frustrated because you keep getting passed over for that promotion or job opportunity? You may be wondering why this keeps happening even though your qualifications and experience are just as impressive as the others.

It could be due to the fact that you don’t possess the three key tools that set you apart as a leader.

With Don’t Take Yes for an Answer, you’ll learn how to manifest these tools so that you can move from mediocrity to achieving your professional breakthrough.

In these sections, you’ll discover why praise isn’t necessarily always helpful, what Stairway to Heaven can teach about influencing others and what secret ingredient will give you confidence and draw people towards you.

Once you’ve mastered these techniques, your potential will no longer limit itself so that your career prospects can reach higher heights.

So if it’s time for a professional breakthrough, turn to Don’t Take Yes for an Answer!

The Takeaway: Make A Lasting Impression With The Awe Technique

It has been said time and time again that when it comes to achieving success, your ability to make a good impression on others is more important than your technical know-how.

The Carnegie Foundation conducted research on this topic that supports this notion.

They found that when it comes to success, the impression you make is 85% more crucial than the knowledge you possess.

In other words, even if you have the right qualifications and an extensive network of contacts, if you don’t come across as confident when connecting with others, it’s unlikely you’ll be seen as a leader who is capable of effectively engaging with people.

Therefore, taking the steps necessary to make sure your first impression counts will be essential in order for you to move up in any given field or occupation.

Similarly, without being able to communicate your message in an effective manner and showcase its value, nobody will take what you have to say seriously either.

Knowing how to create an authentic and compelling first impression can go a long way towards helping individuals reach their goals.

The AWE technique combines three key elements: authority, warmth and energy which can help someone really shine in any given situation.

Stop Being Afraid Of Feedback And Take Responsibility For Your Own Success

Western culture is notoriously averse to receiving feedback, and this has become an even bigger problem in recent years due to certain well-intentioned but misguided movements.

In America, the self-esteem movement of the late 1980s and 90s may have had good intentions, but instead of encouraging excellence it warped its actual meaning.

Now praise is expected instead of something that is earned.

For example, Ina was a senior executive for a midsize organization who was technically competent and worked hard, yet her presentation skills were extremely poor.

Without any honest feedback about this from her superiors she lost her job because she simply didn’t understand the real reasons why.

This culture of over-praising begins in childhood where kids are praised simply for participating rather than achieving excellence.

This attitude carries over into educational institutions; standards are lowered in order to get funding and achieve high graduation rates without giving students accurate assessments of their skillsets or teaching them resilience before they move into workplaces that operate under a shadow of fear towards controversial topics like firing people or accused discrimination (which often stops minorities from receiving any form of helpful feedback).

To break out of being mediocre requires accepting that most people won’t be direct with you when it comes to your performance.

You must take responsibility for your success instead by openly asking trusted colleagues questions about how you can improve while being receptive to their responses.

Only then will you begin developing excellence within yourself and advancing further in your career.

Use Your Voice To Command Authority And Win People Over

Voice To Command Authority

If you want to achieve success in anything of life, you must know how to use the tools at your disposal, and for any leader or influencer, one of the most powerful is their voice.

That’s why it’s so important for leaders like Churchill, Gandhi and King, to effectively communicate with clarity and conviction.

When embedded with authority, your voice can have a massive impact on people’s beliefs and behaviours.

The key to developing this authoritative tone lies in your delivery style.

Pitch plays a critical role here; low tones tend to be more persuasive than higher-pitched voices.

It’s also important to regulate your pace, so that you don’t overwhelm your listener.

Speak in crisp sentences that are succinct yet declarative—avoid using filler words, like “um” or “like” that smack of inexperience.

Furthermore, moderating the volume of your voice instead of speaking too loudly or too soft not only conveys confidence but prevents boredom from monotony as well.

Therefore simply put, when done right – utilizing one’s voice has the potential to establish a lasting influence in any situation – regardless of the size or occasion!

How To Project Authority: Letting Others Form Their Opinions And Exuding Confidence

Having true authority requires more than just a powerful presence.

It means having the confidence to present yourself as a leader, and the knowledge of how to win people’s trust.

Steve Jobs is a great example: instead of wearing a suit like other CEOs, he wore his trademark black turtleneck and jeans that resonated with tech-obsessed Apple users around the world.

To convey authority, you need to make sure that your aura aligns with your goals and audiences.

For instance, bouncers at nightclubs express their authority through their body language and attitude – they are able to make people fall in line without even speaking.

On the other hand, if you want someone to confide in you (and not be scared away!), such authoritative aggression will do more harm than good.

In this case, taking a softer approach works wonders – stay calm and be respectful towards them.

This way your presence won’t be seen as threatening or domineering, but rather opens up opportunities for communication and eventually creates trust between individuals.

Ultimately, remember that being “in charge” doesn’t mean steamrolling over everyone else with your own agenda – give people space to form their own opinions.

This will help display authenticity without you seeming desperate or weak.

The Awe Toolkit: How Warmth And Authority Make A Powerful Combination

The author of Don’t Take Yes For An Answer exhibits the importance of warmth in any relationship.

In a meeting with an ambitious newscaster, the author showed off his authority but missed a crucial aspect – warmth.

He talked but didn’t show any understanding for her ambitions, and thus the deal wasn’t sealed.

This key message carries huge importance: Without warmth, authority means nothing.

Authority is absolutely important to have in most cases, however it’s only as successful when there’s genuine warmth behind it that allows for genuine connections to be made.

Warmth is what creates understanding and trust, which are the basis of all human relationships.

And without those two components being present, it’ll be hard to get people to really support you or your cause.

It’s like authoritarian leaders who believe they can motivate their team through fear – this only leads to production at its minimum ability while employees don’t feel supported or valued.

Through commanding yet inclusive leadership style that utilizes both authority and warmth will ensure high performance and productivity from teams – plus increased staff retention!

That’s because by embodying real warmth and showing that you understand people on a deeper level motivates them to rally around you and the goal you share with them together

Al Roker Teaches Us How To Radiate Warmth With Active Listening And Body Language

Body Language

Al Roker, the NBC Today show weatherman, is the perfect example of someone who exudes warmth.

Even when he shared office space with the author in Manhattan’s Fisk building and was already a well-known celebrity, he always made sure to treat everyone like they were the most important person in the room.

The key takeaway from Al’s warm personality is that to create warmth, you need to pay attention and listen to your audience.

Give the other party your full undivided attention and be present in the conversation.

Notice their body language and reactions as moments of tension are inevitable but can easily be deflated by showing warmth towards them.

Ask what worries them and show that you’re willing to listen; your opponent will become less defensive which will allow for better communication.

Another way you can do this is through active listening.

Pay attention to what others are saying without thinking about your response, confirm that you’ve understood their point regardless of whether or not it agrees with yours, and don’t interrupt them when they’re speaking; these steps will help deepen connection and trust dimensions between persons involved.

Active listening also provides insight into people’s wishes or concerns so you can find better solutions to any problems that might arise in conversations or discussions.

Finally, keep an eye on how your voice sounds; too quickly speaking can kill off any warmth or friendliness found in it!

Be mindful of how much energy you put into what you say, ensuring your voice stays neutral but friendly – this is essential to creating a warm atmosphere!

Harness The Power Of Energy And Warmth To Win Confidence And Influence Others

The renowned professor Barry Friedman proved that energy does indeed equal influence when he captivated a dry class of law students at Vanderbilt University with an energetic and passionate approach to teaching.

Energy is the third element of the AWE toolkit, and it’s something that everyone can develop if they take the time to understand its power.

When combined with authority, which earns respect, and warmth, which wins trust, energy can be used to inspire others in any situation.

Connecting emotionally with your audience is key – this will give them a sense of your enthusiasm and conviction, encouraging them to follow you in whatever cause you are advocating.

You need to be mindful when using energy as motivation though – without warmth, you risk coming across as overbearing or indifferent; without energy, you may not have the impact that you were hoping for.

It takes practice and understanding the importance of connection between yourself and others in order to use energy influencefully.

Managers should take special note of this quality in particular — possessing a warm personality is all well and good but it won’t get you very far if you don’t also possess a certain level of energetic charisma!

Harness The Power Of Human Connection To Take Your Energy Levels To New Heights

Human Connection

If you want to make the most of your energy, focus on the needs of others.

When you do this, you immediately begin to fill yourself with positive energy.

Instead of feeling self-conscious or overwhelmed by fear, remember that you have been given a privilege – the ability to help and serve others with what you know.

When interacting with people, be sure to listen to their energy levels and match your own words and action accordingly.

Doing this will draw them in and allows for easier communication because people feel welcomed in your presence.

An example might be a sports commentator who turns down her lively energy at the family dinner table or when speaking to her twelve-year-old son.

Moreover, engaging body language can capture one’s attention as well.

Use generous movements from above waist level and show your emotions in gestures and facial expressions.

This sort of interaction helps reassure others that you are genuine with your communication which builds connection between both parties.

Therefore, if one wants to put into practice all they have learned they ought not shy away from being authentic and showing a sincere passion for learning along with an inclination towards helping others which altogether creates a supportive environment that invites people in.

By doing this, we increase our chances of communicating our ideas effectively thus persuading those listening to us join us in carrying out our goals and making these goals become reality!

Wrap Up

Don’t Take Yes for an Answer is a book that helps readers develop effective communication skills that are essential to reaching their full potential.

In the book, Arden and Bliss identify three key steps to successful communication.

First, become aware of your own speech and body language.

This will ensure that you are able to conduct yourself in a manner that earns confidence and respect from those around you.

Second, acknowledge the worth of others by giving them your full attention when interacting with them.

Lastly, infuse each interaction with energetic authority which will motivate others to take an interest in your ideas.

The book’s actionable advice centres around recording oneself with a smartphone so as to gain better understanding of one’s own self-presentation and adjust it according to the AWE technique for success.

Arturo Miller

Hi, I am Arturo Miller, the Chief Editor of this blog. I'm a passionate reader, learner and blogger. Motivated by the desire to help others reach their fullest potential, I draw from my own experiences and insights to curate blogs.

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