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Irresistible Persuasion: The Secret Way To Get to Yes Every Time

Book Description

"Geoff Burch is the master of persuasion"

Allan Pease, International bestselling author of Why Men Don't Listen and Women Can't Read Maps

This book will change your life. (Is that persuasive enough?)

Getting what you want isn't easy. Why? Because most of us have no clear idea what we're looking for a lot of the time. The key to being brilliantly persuasive and influential is knowing exactly what you want before you set out to get it. Irresistible Persuasion presents a process that you can apply to any situation; you choose your starting point and your goal, then just join the dots. It's the only way to make success completely inevitable.

Irresistible Persuasion shows you how to entice people to your point of view, how to overcome resistance, how a bit of showbiz can go a long way and why you should always consider the other person when you're negotiating. It's packed with new persuasion and influencing techniques as well as many powerful traditional methods.

Geoff Burch is the presenter of BBC TV's All Over the Shop. When he's helped you decide what you want, he'll show you the irresistible way to get it. You won't just get more customers, you'll get more profitable customers.

Table of Contents

  1. Irresistible Persuasion: The Secret Way To Get to Yes Every Time
    1. Copyright
    2. DEDICATION
    3. ACKNOWLEDGEMENTS
    4. CONTENTS
    5. INTRODUCTION: LET’S START AT THE VERY BEGINNING (1/2)
    6. INTRODUCTION: LET’S START AT THE VERY BEGINNING (2/2)
    7. PART I: PLANNING YOUR JOURNEY TO SUCCESSFUL PERSUASION
      1. CHAPTER 1: GET THE MAP OUT (1/3)
      2. CHAPTER 1: GET THE MAP OUT (2/3)
      3. CHAPTER 1: GET THE MAP OUT (3/3)
        1. Do You Know Where You are Going?
        2. A Wasted Opportunity
        3. No Second Chances
        4. What are You Going to Ask for?
        5. Can You Read The Queen’s Mind?
        6. If You Want to Know What Someone’s Answer is Going to be, Ask Them The Question. There is No Other Way.
      4. CHAPTER 2: THE JOURNEY BEGINS (1/3)
      5. CHAPTER 2: THE JOURNEY BEGINS (2/3)
      6. CHAPTER 2: THE JOURNEY BEGINS (3/3)
        1. A Map of The Real World
        2. Worse Things Happen at Sea
        3. Are You Qualified?
        4. Get The Right Equipment
        5. To Win The Acme Insurance Cleaning Contract What Should We Ask?
    8. PART II: THE JOURNEY
      1. CHAPTER 3: MONEY GROWS ON TREES (1/2)
      2. CHAPTER 3: MONEY GROWS ON TREES (2/2)
        1. Too Good to be True?
        2. Trust Me!
        3. It’s Magic
        4. Lucky in Love
        5. Don’t Make It Hard on Yourself
        6. The Risk Factor
        7. An Offer You Can’t Refuse
        8. How Can This Story Help Us?
      3. CHAPTER 4: I DIDN’T EXPECT THAT (1/2)
      4. CHAPTER 4: I DIDN’T EXPECT THAT (2/2)
        1. Things Can Only Get Better
        2. I Can See The Future
        3. A Happy Pig is a Dead Pig
        4. Jam Tomorrow
        5. The Conman’s Handbook
        6. The Devil Knows Best
        7. Promises, Promises
        8. Jam Tomorrow - or Trouble Tomorrow?
      5. CHAPTER 5: BORN TO BE BAD? (1/3)
      6. CHAPTER 5: BORN TO BE BAD? (2/3)
      7. CHAPTER 5: BORN TO BE BAD? (3/3)
        1. Building His Vision
        2. Harness His Enthusiasm
        3. Yes, I Believe
        4. Timeout
        5. Stating The Bleedin’ Obvious
        6. Passion Fruit
        7. Choose Your Attitude
        8. First Day at Work
        9. Kevin Goes to Zurich
        10. The Dirty Dog
        11. Play Nicely, Now!
        12. Behaviour That Changes Behaviour
        13. Make ’Em Smile, Make ’Em Smile
      8. CHAPTER 6: VERY INTERESTED (1/2)
      9. CHAPTER 6: VERY INTERESTED (2/2)
        1. V.Int
        2. The Time-Waster’s Guide
        3. Nice People Don’t Buy
        4. You Can’t Judge a Book by Looking at Its Cover
        5. The Chimp and The Mercedes
        6. Everyone is Important
        7. Don’t Let The Librarian Waste your Time
      10. CHAPTER 7: THE TOUGH OLD MONSTERS OF SALES (1/2)
      11. CHAPTER 7: THE TOUGH OLD MONSTERS OF SALES (2/2)
        1. A Tough Old Game
        2. They Had Never Sold Anything in their Lives
        3. Extinct?
        4. Selling Quality
        5. A Head of Steam
        6. In The Steps of The Master
        7. It’s Only Words
        8. The Magic Formula
        9. No Objections
      12. CHAPTER 8: WHEN I’M CALLING YOU (1/4)
      13. CHAPTER 8: WHEN I’M CALLING YOU (2/4)
      14. CHAPTER 8: WHEN I’M CALLING YOU (3/4)
      15. CHAPTER 8: WHEN I’M CALLING YOU (4/4)
        1. Johnny Kaminski
        2. Johnny Under The Microscope
        3. Pushy But Proud
        4. It Beggars Belief
        5. Keep It Simple, Stupid!
        6. Stick to The Script
        7. Full Steam Ahead
        8. If It Works, Repeat It, for Repeated Success!
        9. Hot Leads
        10. The Confidence Trick
        11. The Power of The Phone
      16. CHAPTER 9: NOW YOU’RE ASKING (1/3)
      17. CHAPTER 9: NOW YOU’RE ASKING (2/3)
      18. CHAPTER 9: NOW YOU’RE ASKING (3/3)
        1. You Only Had to Ask
        2. The Prizes That Questions Can bring
        3. It’s a Status Thing
        4. Games People Play
        5. Ask The Way
        6. A Night of Passion with Chummy
        7. Shallow
        8. Ask a Local
      19. CHAPTER 10: THE CUNNING PLAN (1/2)
      20. CHAPTER 10: THE CUNNING PLAN (2/2)
        1. A Drama in Three Acts
      21. CHAPTER 11: A.I.D.A. OLD BUT STILL LOVELY (1/3)
      22. CHAPTER 11: A.I.D.A. OLD BUT STILL LOVELY (2/3)
      23. CHAPTER 11: A.I.D.A. OLD BUT STILL LOVELY (3/3)
        1. Pay Attention
        2. Child’s Play
        3. Any Outcome, a Happy One
        4. They Knew What They were Doing
        5. Knockers
        6. Objects of Desire
        7. Action Plan
        8. Get “No” and I’ll Pay You
      24. CHAPTER 12: SHOWBUSINESS (1/2)
      25. CHAPTER 12: SHOWBUSINESS (2/2)
        1. A Proper Hairdresser
        2. Come on Baby, Light My Fire
        3. Rock and Roll
        4. Apart from That, Mrs Lincoln, How was The Play?
        5. Take a Load off Me
        6. Let The Sunshine in
        7. Selling a Negative
        8. It’s Nice to be Nice
        9. Oh, Doctor, I’m in Trouble
        10. Does That Hurt?
    9. PART III: ARE WE THERE YET?
      1. CHAPTER 13: RESISTANCE IS FUTILE (1/3)
      2. CHAPTER 13: RESISTANCE IS FUTILE (2/3)
      3. CHAPTER 13: RESISTANCE IS FUTILE (3/3)
        1. Come with Me to The Kasbah
        2. Look for The Clues
        3. If Only
        4. A Condition of Purchase
        5. Objection, Your Honour
        6. Work with Me Here
        7. Get in First
      4. CHAPTER 14: THE PRESSURE GAME (1/2)
      5. CHAPTER 14: THE PRESSURE GAME (2/2)
        1. Check Before Closing
        2. Bringing Home The Bacon
        3. I Rest My Case, M’lud
      6. CHAPTER 15: BIG DECISIONS (1/4)
      7. CHAPTER 15: BIG DECISIONS (2/4)
      8. CHAPTER 15: BIG DECISIONS (3/4)
      9. CHAPTER 15: BIG DECISIONS (4/4)
        1. Major or Minor?
        2. No Decision, No Blame
        3. Exposed
        4. All Change
        5. Dissatisfaction Guaranteed
        6. Living in The Past
        7. Down to Brass Tacks
        8. The Problems are Growing
        9. It’s Never as Easy as It Seems
        10. They’ll Beat a Path to Your Door
        11. The Sword Swallower’s Dilemma
      10. CHAPTER 16: MEASURING SUCCESS (1/2)
      11. CHAPTER 16: MEASURING SUCCESS (2/2)
        1. I Can See My House from Here
        2. I Think I’d Describe That as a Failure
        3. Out of Control
        4. Don’t Upset The Tea Lady
        5. Its All in The Presentation
        6. More Than a Bit Concerned
        7. Planning an Ambush
      12. CHAPTER 17: IT’S A REAL BARGAIN (1/2)
      13. CHAPTER 17: IT’S A REAL BARGAIN (2/2)
        1. Cheap at Half The Price
        2. Call Their Bluff
        3. Skilful Bargaining
        4. The Win–Win Cliché
      14. CHAPTER 18: EVERYTHING’S NEGOTIABLE (1/3)
      15. CHAPTER 18: EVERYTHING’S NEGOTIABLE (2/3)
      16. CHAPTER 18: EVERYTHING’S NEGOTIABLE (3/3)
        1. They Just Want to be Happy
        2. Nothing Personal
        3. War is a Serious Business
        4. Go Looking for Trouble
        5. Don’t Get Personal
        6. Indecent Exposure
        7. Hidden in The Small Print
        8. How Low will You Go?
        9. Kill The Wabbit!
        10. Develop Your Backstop
        11. Let Them Blow Off Steam
        12. Too Much Invested to Walk Away
      17. CHAPTER 19: PERSUASIVE MARKETING (1/2)
      18. CHAPTER 19: PERSUASIVE MARKETING (2/2)
        1. The Vital Ingredient
        2. Not What They Expected
        3. Gangsters Can Do It
        4. Let Me Twist Your Arm
        5. The Wandering Husband
        6. If You Caught a Customer, Would You Know What to Do with Them?
        7. See You Next Fall
        8. Great Expectations
    10. PART VI: THE PSYCHOLOGY OF PERSUASION
      1. CHAPTER 20: IT’S ALL IN THE MIND! (1/3)
      2. CHAPTER 20: IT’S ALL IN THE MIND! (2/3)
      3. CHAPTER 20: IT’S ALL IN THE MIND! (3/3)
        1. We have Ways of Making You Believe
        2. Vive La Difference
        3. Preserve Their Pride
        4. Ideas Above Their Station
        5. The Body Says It All
        6. Control Yourself!
    11. GOODBYE FOR NOW
    12. SOME INTERESTING READING
    13. ABOUT THE AUTHOR