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Drew Eric Whitm BrainScripts for Sales Success: 21 Hidde (Paperback) (UK IMPORT)
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Specificaties
- Objectstaat
- Book Title
- BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
- Publication Name
- BrainScripts for Sales Success: 21 Hidden Principles of Consumer
- Title
- BrainScripts for Sales Success: 21 Hidden Principles of Consumer
- Format
- Trade Paperback
- EAN
- 9780071833608
- ISBN
- 9780071833608
- Publisher
- Mcgraw-Hill Education
- Genre
- Business & Economics
- Release Date
- 16/10/2014
- Release Year
- 2014
- Language
- English
- Country/Region of Manufacture
- US
- Item Height
- 0.4in
- Item Length
- 9in
- Item Width
- 6.1in
- Item Weight
- 10.9 Oz
- Publication Year
- 2014
- Topic
- Marketing / General, Consumer Behavior, Sales & Selling / General
- Number of Pages
- 224 Pages
Over dit product
Product Information
The newest, most successful strategies for landing the sale--based on the latest discoveries in neuroscience and consumer psychology BrainScripts for Sales Success explains consumer psychology to teach you how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective. You'll learn how to use the powerful emotion of fear to convince stubborn prospects, make prospective customers successfully demonstrate the product inside their heads before they spend a penny to buy it, use speaking patterns that build desire for the product or service, and much more. "A masterpiece! This is one of those rare books that I wish wouldn't get published. This gem will become the new sales bible." Dr. Joe Vitale, author of Hypnotic Writing and There's A Customer Born Every Minute "Read it and sell more--it's just that simple." Roger Dawson, author of Secrets of Power Negotiating "Puts you light years ahead of your competition. Read it... before your competition does." Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery "Gives you an almost unfair advantage--yet it's all perfectly legal!" Richard Bayan, author of Words That Sell "Take all of the text books ever written about persuasion, influence, marketing, and salesmanship. Strip away the nonsense. What do you get? BrainScripts . It's a mistake not to read this book." Mark Joyner, founder and CEO of Simpleology "Can you imagine the power in your sales presentation when you understand your prospects better than they know themselves?" Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert "It's like looking into a crystal ball of human behavior." Thomas A. Freese, author of Secrets of Question Based Selling "The material in BrainScripts is so powerful it should require a license for use." Art Sobczak, author of Smart Calling--Eliminate the Fear, Failure, and Rejection from Cold Calling " BrainScripts shows in detail how beliefs become established, how they affect behavior and, most importantly, how business owners can ethically tap into them to help their companies grow and prosper." Robert Dilts, Founder NLP University " BrainScripts gives you actual scripts to help get your sales message across without setting off your prospects' 'What's the catch?' alarm." Tom "Big Al" Schreiter, author of How To Get Instant Trust, Belief, Influence, and Rapport! " BrainScripts is the definitive advantage in sales strategy. Read it and win... or pray your competitors do not." MJ DeMarco, author of The Millionaire Fastlane " BrainScripts takes sales psychology to a new level. Drew's practical and easy-to-use tips will also take you to the next level." Kerry Johnson, MBA, Ph.D.;America's Sales Psychologist " BrainScripts brings you face-to-face with the prospect's intimate evaluation procedures so you can turn them into sales motivations and close the deal!" René Gnam, author of René Gnam's Direct Mail Workshop "Drew Eric Whitman has swung open the vault to generating buyers en mass. BrainScripts just might be the best investment of your business life and selling career." Spike Humer, author of The 10 Day Turnaround
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071833609
ISBN-13
9780071833608
eBay Product ID (ePID)
201585675
Product Key Features
Book Title
BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
Format
Trade Paperback
Language
English
Topic
Marketing / General, Consumer Behavior, Sales & Selling / General
Publication Year
2014
Genre
Business & Economics
Number of Pages
224 Pages
Dimensions
Item Length
9in
Item Height
0.4in
Item Width
6.1in
Item Weight
10.9 Oz
Additional Product Features
Lc Classification Number
Hf5438.8.P75.W47
Table of Content
Drew's Welcome Message xi Acknowledgments xv Preface xvii Chapter 1 Introducing Consumer Psychology to Sales 1 Chapter 2 The BrainScripts X-Ray: Here's What the Inside of Your Prospect's Brain Looks Like 7 Chapter 3 BrainScripts: 21 Hidden Principles of Consumer Psychology for Winning Customers and Smashing Sales Records 15 BrainScript 1 The Psychology of Inoculation: How to Use Devilishly Effective Preemptive Strikes to Quash Your Competition 16 BrainScript 2 The Psychology of Sensory-Specific Language: How to Direct Hollywood-Style Movies Inside Your Prospects' Heads 25 BrainScript 3 The Psychology of Credibility Transfer: How to Borrow Believability from Others toEnhance Your Own 31 BrainScript 4 The Psychology of the T-Model: How to Craft Your Pitch for Your Prospects' Stage of Awareness 42 BrainScript 5 The Psychology of Social Proof: How to Tap into a Prospect's Survival Mechanism to Turn Mistrust into Sales 48 BrainScript 6 The Psychology of Fear: How to Scare Up More Sales 59 BrainScript 7 The Psychology of the Means-End Chain: How to Sell More by Accessing Your Prospect's Value System 71 BrainScript 8 The Elaboration Likelihood Model: How to Use Two Different Persuasion Styles and When to Use Each One 82 BrainScript 9 The Psychology of Belief Reranking: How to Change the Way Your Prospects Think About Your Product 93 BrainScript 10 The Psychology of Comparison: How to Profit from Peer Pressure 107 BrainScript 11 The Psychology of Liking: How to Make Prospects Like You and Hand You Their Money 118 BrainScript 12 The Psychology of Authority: How to Crack the Code of Credibility 128 BrainScript 13 The Psychology of Reciprocation: How to Use Obligation to Stimulate Action 132 BrainScript 14 The Psychology of Commitment/Consistency: How to Make It Uncomfortable for Them Not to Buy 136 BrainScript 15 The Psychology of Scarcity: How to Use Real or Perceived Limitations to Stimulate Action 140 BrainScript 16 The Psychology of Examples Versus Statistics: How to Know Which to Use and When 145 BrainScript 17 The Psychology of Message Organization: How Simplicity Can Boost Your Sales 150 BrainScript 18 The Psychology of Ego Morphing: How to Get Prospects to Identify with Your Products 160 BrainScript 19 The Psychology of Redundancy: How to Use It to Make Your Message tick Like Epoxy 171 BrainScript 20 The Psychology of Message Sidedness: How Pulling Back the Horse's Lips Can ncrease Desire for Your Product 175 BrainScript 21 The Psychology of the Length-Implies-Strength Heuristic: It Must Be True Because He's Saying So Much 181 Epilogue 185 Index 190 About the Author 199
Copyright Date
2015
Lccn
2014-027054
Dewey Decimal
658.8/343
Intended Audience
Trade
Dewey Edition
23
Illustrated
Yes
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