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Brainscripts for Sales Success : 21 Hidden Principles of Consumer Psychology for Winning New Customers - Drew Eric Whitman

Brainscripts for Sales Success

21 Hidden Principles of Consumer Psychology for Winning New Customers

Paperback Published: 10th September 2014
ISBN: 9780071833608
Number Of Pages: 224

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BrainScripts for Sales Success explains consumer psychology to teach sales professionals how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective.

Readers 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.

  • Unlike other script books that leave salespeople sounding rehearsed and artificial, BrainScripts uses humor, real-life scenarios, and authentic dialogue
  • Whitman has created powerfully effective advertising for the American Automobile Association, American Legion, Amoco, Faber-Castell, Texaco, Day-Timers, Panasonic, TV Guide, Staples, and other leading brands
About the Author

Drew Eric Whitman (Los Angeles, CA), a.k.a. "Dr. Direct!", is a speaker, trainer, writer, and consultant with nearly three decades of sales experience.

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

ISBN: 9780071833608
ISBN-10: 0071833609
Series: Business Books
Audience: General
Format: Paperback
Language: English
Number Of Pages: 224
Published: 10th September 2014
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.0  x 1.0
Weight (kg): 0.31
Edition Number: 1

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