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

ISBN-13: 9780471647973 / Angielski / Twarda / 2004 / 241 str.

Joel Bauer; Mark Levy

Opis

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.

Spis treści

Acknowledgments.

1. Draw In the Listener.

2. Change the Moment.

3. The Transformation Mechanism.

4. The Body Metaphor.

5. The Paper Metaphor.

6. The Quick Pitch Opening.

7. The Quick Pitch Body.

8. The Slogan Pitch.

9. Convince With Samples.

10. The Power of Free.

11. The Power of Gifts.

12. Solid Proof.

13. Dynamic Clarity.

14. Be Distinct.

15. Overcome Resistance.

16. The Look.

17. The Platform Pitch.

18. The Mechanism Emergency Kit.

Index.

About the Authors.

O autorze

JOEL BAUER 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.

MARK LEVY 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.

Blurb

Praise for HOW TO PERSUADE PEOPLE WHO DON′T WANT TO BE PERSUADED

"Joel Bauer has brought the art and science of persuasion to a whole new level with How to Persuade People Who Don′t Want to Be Persuaded. His remarkable technologies will amaze even the most dedicated of skeptics."
— Anthony Robbins, author of Awaken the Giant Within and Unlimited Power

"Joel Bauer and Mark Levy bring incredible insight to this most essential of business skills: persuasion. Whether you′re a CEO or a field rep, if your job is to make the sale, you′ll find this book of immediate value."
—Gary Hoover, founder, Hoover′s Inc. "If the devil wrote a manual on how to get people to do your bidding, this would be it. Chillingly good."
—Joe Vitale, author of Spiritual Marketing

"Joel Bauer and Mark Levy′s book is phenomenal. I read an early draft and used two techniques (the Paper Metaphor and the Transformation Mechanism) at a tradeshow to generate a year′s worth of qualified leads in three days! This book will make your sales productivity soar."
—Kevin Daum, CEO, Stratford Financial Services, an INC 500 company

"Be very, very careful with this book in your hands. It is powerful—almost too powerful—to the point of being explosive. This is no mealy–mouthed, run–of–the–mill, watered–down business book. This is a book that will change the way you do just about everything associated with your business: from approaching new clients to communicating with senior executives in a way that not only grabs their attention, but solidifies their commitment as well. Can you handle it? (By the way ... I just used one of the many techniques I learned in How to Persuade People Who Don′t Want to Be Persuaded: The Fright Challenge!)"
—Bill Treasurer, founder, Giant Leap Consulting, Inc., author of Right Risk

"This is the best book on persuasion (no, make that the best book on life) since How to Win Friends and Influence People, and the best book on selling I′ve ever read. Bauer and Levy have revolutionized the art of salesmanship."
—Jack Foster, author of How to Get Ideas