Persuasion: The Art of Getting What You Want
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- Wiley
More About This Title Persuasion: The Art of Getting What You Want
English
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.
English
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
