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

Overview

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, ...

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

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Overview

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.

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Product Details

  • ISBN-13: 9780471647973
  • Publisher: Wiley
  • Publication date: 6/11/2004
  • Edition number: 1
  • Pages: 256
  • Sales rank: 1,043,118
  • Product dimensions: 6.00 (w) x 9.30 (h) x 0.94 (d)

Meet the Author

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.

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Table of Contents

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.

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Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted March 24, 2005

    Packed with Knowledge!

    Most books about developing effective persuasive techniques are based on traditional debate methods and on fine-tuning ethos, logos and pathos to convince people to do things your way. Authors Joel Bauer and Mark Levy acknowledge the benefits of earlier approaches, but entertainment and fun are their attention getters of choice. The authors advocate 'infotainment,' adapting pitching techniques used by flamboyant non-business people, such as gamblers, carnival barkers and magicians. They may have a point. Some of their techniques, including the use of tricks and props, might help you seize an audience. (Warning for the fumble-fingered, some of these magic tricks literally require sleight-of-hand practice.) Determining if these games would work in most traditional corporate settings, or on a repeated basis, is another question. We recommend this book to particularly adventurous marketing and sales presenters. Only certifiable extroverts need apply.

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  • Anonymous

    Posted August 24, 2004

    This Book Is Phenomenal

    I had the pleasure of encountering Joel Bauer at a convention full of amateur and professional magicians, and he happened to be one of the attendees, like myself. <p> Picture a thousand magicians in a flashy Las Vegas Hotel doing card tricks and coin tricks for one another with the bells and noises from the casinos below us, and this guy in a nicely tailored suit stands out among the hordes of magicians. <p> I met and saw many magicians/performers at the gathering in August 2001, and after 3 three years (today's date is 8/23/04), he's one of the few guys I can vividly remember. I had never heard of him before the convention and I have not met him since, and I'm so enthused that he and Mary Levy wrote this little book to pass down their wisdom and such. <p><p> I've read through it once, and in the midst of re-reading the book. The book is full of information that is so practical and simple that it seems unfathomable that no one else had put together a book of this magnitude before. Probably because they wanted to keep all of the information for themselves. <p> The one possible downfall I can see that people may not like is that in order for the book to work for the reader, the reader will have to do some THINKING. The book outlines everything you need, and then it's up to the reader to use Mr. Bauer's and Mr. Levy's wisdom (hopefully for good and not evil). <p> The book is the complete package of persuasion. The authors go into introducing yourself to new people, to interaction, and even how to dress and how to pack your luggage when you travel. People are influenced by success, and if you look & dress as if you're successful, that's your foot in the door. <p> The book also teaches some magic tricks & puzzles to enhance any meeting, formal and informal. Granted, you won't use all of them, you get to pick and choose which ones fit your personality and style. And if you have a background with magic & conjuring, or any type of skill, whether it be music, sports, art, whatever, you can utilize it. And if you have no skills, learn one or two tricks from the book. <p> Though the book is more 'performer' themed, some people would argue that every interaction is a performance (Erving Goffman), just understanding what needs to be done will give you a commanding edge over the competition, assuming they haven't read the book. <p><p> Having just graduated from college, the book holds tremendous amount of valuable information. They don't really teach you how to acquire jobs or interact in a professional setting in college, it's more of a hands-on approach like internships or trial & error, and that is a pity. <p> With this book, you won't persuade every single person you encounter, but if you think about it, Michael Jordan missed shots, and Barry Bonds doesn't hit a homerun each time at bat (he usually gets walked). Yet they are arguably the Best at what they do/did. Be the Michael Jordan or Barry Bonds in your field of work. <p><p> K.C. Ushijima www.KCUshijima.com<p>

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  • Anonymous

    Posted July 12, 2004

    Brilliant

    Joel Bauer does a sensational job of opening one's eyes to ways of getting the intended audience on the same wavelength that you are on without deceiving them. His tactics are truly ingenious and he lays them all out there for the reader to see, allowing the reader to become better in everyday situations. I loved this book - very fast and easy read and it has already helped me start coming up with strong ideas which I have been pitching effectively to others.

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