Joel Bauer

Super interesting book -- the author's perspective on selling things is essentially that when people are shutting down their brains and getting into the mode where they are going to refuse whatever you sell them, no matter how good you are or the product is, you have to shock them back into actually listening so that you still have a chance. His method of getting the conversation back on track is to use magic tricks and feats of surprise. Examples of tricks are scattered throughout the book (some pretty good ones, too) with examples of good contexts to use those tricks in, and the right kind of patter to surround them with so that the audience gets your message.

I haven't read anything in this genre before, but this guy's approach seems solid and fun for onlookers, albeit flashy and supremely extroverted. I understand why he's in so much demand for trade shows, where flashy would be the name of the game.

I think this may be one of the few books I'd like to reread. There are some gems of insight in here that I'd like to recall and practice -- even if I never have the self confidence to twirl a Frisbee on my finger as I walk into my boss's office to ask for additional project responsibilities through extended metaphor.… (meer)