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


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Table of Contents

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

About 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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