Persuasion The Art of Getting What You Want [Paperback]

Foreword by Jeffrey Gitomer ix

Preface xiii

Acknowledgments xxiii

About the Author xxvii

1 Manipulation 1

2 Persuasion 12

3 Persona—The Invisible Persuader 16

4 Transferring Power and Credibility 38

5 Storytelling 46

6 Gurudom 65

7 Desire to Believe 83

8 Familiarity 95

9 Exclusivity and Availability 102

10 Curiosity 112

11 Relevancy 119

12 Permission Granting 125

13 The Quick Persuaders 133

14 The Persuasion Equation 145

15 Persuasive Selling 159

16 Persuasive Advertising 171

17 Persuasive Negotiating 187

18 Persuading the Masses Electronically 196

19 Mastering Persuasion—The Art of Getting What You Want 205

Persuasion Resources 213

Recommended Readings 217

Index 219

DAVE LAKHANI is the President of Bold Approach, Inc., a business acceleration consultancy. A successful entrepreneur, he is a popular speaker on persuasion, in- fluence, sales, marketing, rapid ideation, and business acceleration. Always alert to the latest means of reaching and persuading potential prospects, Dave writes a blog that gets more than 10,000 visitors a week. You can read it at howtopersuade.com.