How to Persuade People Who Don't Want to be Persuaded

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.

Acknowledgments xi 1 Draw in the Listener 1 2 Change the Moment 13 3 The Transformation Mechanism 22 4 The Body Metaphor 40 5 The Paper Metaphor 53 6 The Quick Pitch Opening 66 7 The Quick Pitch Body 78 8 The Slogan Pitch 90 9 Convince with Samples 101 10 The Power of Free 112 11 The Power of Gifts 125 12 Solid Proof 133 13 Dynamic Clarity 150 14 Be Distinct 159 15 Overcome Resistance 176 16 The Look 186 17 The Platform Pitch 197 18 The Mechanism Emergency Kit 213 Index 233 About the Authors 241