How to Persuade People Who Don't Want to be Persuaded Get What You Want -- Every Time!

by Bauer, Joel; Levy, Mark

• ISBN13: 9780471647973
• ISBN10: 0471647977
• Edition: 1st
• Format: Hardcover
• Copyright: 2004-06-17
• Publisher: Wiley

Summary

The art of persuasion as taught by one of the world's most sought-after speakers and pitchmen In this daring book, Joel Bauer teaches you how to persuade by making your messages entertaining. Learn the secrets behind "The Fright Challenge," "The Transformation Mechanism," and other persuasion tactics used by pitchmen, carneys, and conjurors to convince people to their way of thinking. Along with coauthor Mark Levy, Bauer has taken these ethical, entertainment-based techniques, and has made them practical for everyday use-capable of influencing one person or a thousand, in business and in life. Joel Bauer (Los Angeles, CA) is an expert in performance-based live marketing who The Wall Street Journal online referred to as "undoubtedly the chairman of the board" of corporate tradeshow rain-making. Mark Levy (Chester, NJ) has written for the New York Times, has authored or coauthored three books, and is the founder of Levy Innovation, a consulting firm that makes individuals and companies memorable.

Author Biography

<b>JOEL BAUER</b> is one of the most sought-after public speakers in America, addressing some 200 audiences each year. His clients include such organizations as 3M, Canon, General Motors, IBM, Intel, Mitsubishi, Motorola, Panasonic, and Philips. The Wall Street Journal Online has referred to him as "undoubtedly the chairman of the board" of corporate tradeshow rainmaking.<br> <b>MARK LEVY</b> is the founder of Levy Innovation, a marketing strategy firm that makes people and companies compelling. He has also written or co-created four books, including Accidental Genius: Revolutionize Your Thinking Through Private Writing, which has been translated into five languages. <p>

Table of Contents

ACKNOWLEDGMENTS	xi
1 DRAW IN THE LISTENER	1	(12)
2 CHANGE THE MOMENT	13	(9)
3 THE TRANSFORMATION MECHANISM	22	(18)
4 THE BODY METAPHOR	40	(13)
5 THE PAPER METAPHOR	53	(13)
6 THE QUICK PITCH OPENING	66	(12)
7 THE QUICK PITCH BODY	78	(12)
8 THE SLOGAN PITCH	90	(11)
9 CONVINCE WITH SAMPLES	101	(11)
10 THE POWER OF FREE	112	(13)
11 THE POWER OF GIFTS	125	(8)
12 SOLID PROOF	133	(17)
13 DYNAMIC CLARITY	150	(9)
14 BE DISTINCT	159	(17)
15 OVERCOME RESISTANCE	176	(10)
16 THE LOOK	186	(11)
17 THE PLATFORM PITCH	197	(16)
18 THE MECHANISM EMERGENCY KIT	213	(20)
INDEX	233	(8)
ABOUT THE AUTHORS	241