The CIA specializes in Human Intelligence – gathering that first hand account rather than data analysis.
CIA officers get paid to steal secrets from others.
This book shows you how to do these of sorts of things, but not in a dirty unethical way.
A good CIA officer has charisma without flash, is inquisitive without being nosy, friendly without being boisterous, smart without being pedantic, and confident without being arrogant.
A good spy is a great listener.
As the best salespeople in the world, spies are good at targeting, strategic elicitation, corroboration, and development of trust and rapport.
TARGETING
While looking for hooks, you need:
- A reason to meet
- A reason to connect
- A reason to continue to meet
Targeting involves finding commonalities amongst the people of a set group. Do your targets go to the same church, clubs, memberships, pools, etc?
CIA operatives are all Boy Scouts with a latent dark side.
On Sales:
- Be a chameleon
- Get the second date
- Lose the canned pitch
- Maintain Input and Output
- Analyze your own weaknesses
- Sense some weakness in others
- Regularly re-recruit
- Don’t negotiate
