Buying Trances: A New Psychology of Sales and Marketing

Overview

What if you could master a sales and marketing technique thatworked almost like magic? What if you could turn reluctant skepticsinto loyal customers just by saying the right words at the righttime? What if you could control the way customers perceived you andyour product? If you knew marketing guru Joe Vitale's secrets ofbuying trances, you could do all that and more!

In Buying Trances, Vitale reveals the most powerful secret ofeffective persuasion the world has ever known. ...

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Overview

What if you could master a sales and marketing technique thatworked almost like magic? What if you could turn reluctant skepticsinto loyal customers just by saying the right words at the righttime? What if you could control the way customers perceived you andyour product? If you knew marketing guru Joe Vitale's secrets ofbuying trances, you could do all that and more!

In Buying Trances, Vitale reveals the most powerful secret ofeffective persuasion the world has ever known. Combining the basicsof good marketing with cutting-edge concepts in influence andpersuasion, he shows you how to help customers enter a "buyingtrance"—a special mental state in which they become moresuggestible and pliant than usual. Once in the buying trance,you'll have the freedom to frame and position yourself and yourproduct in the minds of customers—leading them to the almostinevitable decision to buy.

When you read a book, focus on a conversation, or just thinkdeeply about life, you block out much of the surrounding world andput yourself in a sort of personal trance. These kinds of trancesaren't that uncommon at all. But the ability to connect with peoplewhile they're in a trance truly is. The best marketing and sellingmessages are designed to break into the customer's trance andconnect with the customer on the level of his or her deepestconcerns and interests, creating a window for the marketing messageto get through.

Buying Trances explains these everyday trances and offerspractical guidance for marketers and salespeople who want to takeadvantage of them. By learning to inject themselves into acustomer's personal trance, good marketers can turn that personaltrance into a buying trance. It sounds like science fiction, butit's not. Trances are real and easy to manipulate if you know theirsecrets. For daring marketers and salespeople who want to make thesale every time, these cutting-edge techniques in persuasion offerthe key to incredible success.

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Editorial Reviews

From the Publisher
"For daring salespeople who want to make the sale every time, these cutting-edge techniques in persuasion offer the key to incredible success." (Retail & Leisure International, June 2007)
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Product Details

  • ISBN-13: 9780470095195
  • Publisher: Wiley
  • Publication date: 3/16/2007
  • Edition number: 1
  • Pages: 209
  • Sales rank: 1,205,992
  • Product dimensions: 6.28 (w) x 9.30 (h) x 0.88 (d)

Meet the Author

Joe Vitale is President of Hypnotic Marketing, Inc., amarketing consulting firm. He has been called the "Buddha of theInternet" for his combination of spirituality and marketing acumen.His professional clients include the Red Cross, PBS, Children'sMemorial Hermann Hospital, and many other small and largebusinesses. His other books include The Attractor Factor, There's aCustomer Born Every Minute, and Life's Missing Instruction Manual,all from Wiley. Learn more at www.mrfire.com.

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Table of Contents

Foreword by Kevin Hogan.

Acknowledgments.

Author's Strange Introduction.

Got Trance?

The World's Largest Private Collection of Hypnosis Books.

The Man with the Golden Helmet.

The Truth about Why People Buy.

The Nude Wizard of Moneymaking Appeal.

How I Discovered the Buying Trance.

How to Uncover Someone's Current Trance.

The Story of the Portable Empire.

Conversational Trances: The Four States of Mind.

How to handle Resistant Prospects.

The 10-Second Trance Induction.

Who Else Wants to Write a Headline That Always Works?

What Is the All-Time Best Trance Inducer?

How to Get People to Buy Virtually Anything.

How to Create a Magical On-the-Sport Buying Trance.

The Most Important chapter in This Entire book.

The Hypnotic Power of Agreement.

Don’t Read This Chapter.

Listen to This: How to Create Buying Trances for Radio.

Watch This: How to Create Buying Trances for Television orVideo.

A Secret Buying Trance Induction.

The Surprise Gifts: A Revealing Summary.

Bonus Special Report—The One-Sentence Persuasion Course byBlair Warren.

Bibliography.

About Dr. Joe Vitale.

Index.

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