Explores the art of quiet persuasion, explaining how subtle influence can be employed effectively in sales, marketing, and communication, and offering insight into the mental shortcuts people use when they make purchases.
Explores the art of quiet persuasion, explaining how subtle influence can be employed effectively in sales, marketing, and communication, and offering insight into the mental shortcuts people use when they make purchases.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
KEVIN HOGAN is a public speaker and corporate trainer, teaching about persuasion, influence, body language, emotional intelligence, communication, and motivation. In the last decade, he has become a body language expert and unconscious influence expert to ABC, Fox, the BBC, the New York Times, and many others. He holds a doctoral degree in psychology and has studied extensively in the fields of influence, hypnosis, and nonverbal communication.
Inhaltsangabe
Acknowledgments xi Chapter 1 Intentional Reality 1 Chapter 2 Identity Convergence 14 Chapter 3 Kim Kardashian's Connectors 30 Chapter 4 Your Self and Others 44 Chapter 5 Your Trusted Self 54 Chapter 6 Reactance Removed 60 Chapter 7 The Science of When 76 52 Techniques 89 1 Preempting the Neon Sign 93 2 Is Less More? 95 3 Practice Deframing 98 4 You Can't Beat Biology 100 5 Face Your jpeg 102 8 Do I Understand? 107 9 The First Shall Be Last and the Last Shall Be First 110 10 More than the Message 111 11 When All Else Fails 113 12 Something Money Can't Buy 114 13 Attention ç Here 116 14 Imagined Ownership 117 15 Unique Frame Precludes "No" 119 16 The Contrastive Analysis 121 17 Give Them a Cup of Coff ee 123 18 The $4,000,000 Bra 125 19 Mirror Neuron on the Wall . . . 126 20 Behavioral Gravit 128 21 If You Insist 129 22 Here's the Message for That Mood 131 23 Behavioral Integration 132 24 Have Them Help You Help Them Change 133 25 The Second Right Answer 136 26 Hypothetically Speaking 138 27 Switching Labels 139 28 Listen for What They're Not Saying 141 29 Role-Response-Projection 142 30 Let Them Direct the Traffi c 144 31 Absorb Them into Your World 147 32 The Hidden Message 149 33 Psychic Power 152 34 Bond Quickly 154 35 Use a Post-It® Note 158 36 More Post-It® Magic 160 37 Seven New Body Language Tips 163 38 Triggering Feelings of Inclusion 164 39 Regret Reduction 165 40 "I can't aff ord it." 167 41 Put It on Paper 169 42 Choice Sequencing 170 43 Generate This Specifi c Sequence of Emotions 172 44 The Instant Drama Resolution Technique 175 45 Cause Them to Be Interrupted 177 46 Recapturing Attention 179 47 Decide Right Now 181 48 Generate an Irresistible Impulse 182 49 Take Them for a Walk 184 50 The Story and the Statistic 186 51 Understanding, and the Alternative 188 52 Give Them Meaning 190 A 10-Step Influence Template 192 Bibliography 198 Index 204 About the Author 211
Acknowledgments xi Chapter 1 Intentional Reality 1 Chapter 2 Identity Convergence 14 Chapter 3 Kim Kardashian's Connectors 30 Chapter 4 Your Self and Others 44 Chapter 5 Your Trusted Self 54 Chapter 6 Reactance Removed 60 Chapter 7 The Science of When 76 52 Techniques 89 1 Preempting the Neon Sign 93 2 Is Less More? 95 3 Practice Deframing 98 4 You Can't Beat Biology 100 5 Face Your jpeg 102 8 Do I Understand? 107 9 The First Shall Be Last and the Last Shall Be First 110 10 More than the Message 111 11 When All Else Fails 113 12 Something Money Can't Buy 114 13 Attention ç Here 116 14 Imagined Ownership 117 15 Unique Frame Precludes "No" 119 16 The Contrastive Analysis 121 17 Give Them a Cup of Coff ee 123 18 The $4,000,000 Bra 125 19 Mirror Neuron on the Wall . . . 126 20 Behavioral Gravit 128 21 If You Insist 129 22 Here's the Message for That Mood 131 23 Behavioral Integration 132 24 Have Them Help You Help Them Change 133 25 The Second Right Answer 136 26 Hypothetically Speaking 138 27 Switching Labels 139 28 Listen for What They're Not Saying 141 29 Role-Response-Projection 142 30 Let Them Direct the Traffi c 144 31 Absorb Them into Your World 147 32 The Hidden Message 149 33 Psychic Power 152 34 Bond Quickly 154 35 Use a Post-It® Note 158 36 More Post-It® Magic 160 37 Seven New Body Language Tips 163 38 Triggering Feelings of Inclusion 164 39 Regret Reduction 165 40 "I can't aff ord it." 167 41 Put It on Paper 169 42 Choice Sequencing 170 43 Generate This Specifi c Sequence of Emotions 172 44 The Instant Drama Resolution Technique 175 45 Cause Them to Be Interrupted 177 46 Recapturing Attention 179 47 Decide Right Now 181 48 Generate an Irresistible Impulse 182 49 Take Them for a Walk 184 50 The Story and the Statistic 186 51 Understanding, and the Alternative 188 52 Give Them Meaning 190 A 10-Step Influence Template 192 Bibliography 198 Index 204 About the Author 211
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