"Invisible Influence is a masterpiece in understanding the science of influence and how to take it from convincing to compelling. Kevin Hogan shows you in plain English how to understand, apply, and master the science of persuasion. The book is brilliant and you can be brilliantly persuasive. Buy the book, read the book, and implement the book." Jeffrey Gitomer, author of The Sales Bible and The Little Book of Leadership "One eyebrow-raising, head-whacking, forehead-slapping technique after another. Anyone whose daily life depends on influencing people in other words, everyone should read this book. Buy copies for your friends and hide it from your enemies." Richard Brodie, author of Virus of the Mind: The New Science of the Meme "Master persuaders know that it's not really about the words you use or the moves you make other people get persuaded because of what you think and how you feel. Kevin Hogan explains in delightfully clear detail how to make these master-persuader secrets work for you. Not only that, he also explains why all of this works, and he shows you the exact scientific research that proves it!"
David Garfinkel, author of Advertising Headlines That Make You Rich "Invisible Influence is a masterpiece. It will be the master influencer's reference book for the years to come. Invisible influence is like oxygen, you can't see it, but your life depends on it. In this book, you will discover the persuasion tactics that will compel your clients to say yes to you again and again." Roberto Monaco, www.influenceology.com "Dump the script it's old news before the ink's dry. Trust yourself and use your new understanding of the ever-changing context to succeed. In his fascinating book, Hogan weaves established research findings into a handbook for successful influence. The guidelines are obvious but hidden, simple but profound. Understand them and you've mastered the complex and crucial art of persuasion." William D. Crano, author of The Rules of Influence: Winning When You're in the Minority "Many write on the topic of persuasion. Precious few genuinely understand it. Kevin is one of those precious few. Read everything you can by him." Mark Joyner, founder and CEO of Simpleology, www.simpleology.com
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.
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 c 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(R) Note 158 36 More Post-It(R) 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