BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers

BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers

by Drew Eric Whitman


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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 Details

ISBN-13: 9780071833608
Publisher: McGraw-Hill Professional Publishing
Publication date: 10/01/2014
Edition description: List
Pages: 224
Sales rank: 1,148,588
Product dimensions: 5.90(w) x 9.10(h) x 0.50(d)

About the Author

Drew Eric Whitman—(a.k.a. “Dr. Direct™”)—has been teaching consumer psychology to audiences worldwide for over 30 years. He’s created advertising for many of the largest companies in the U.S. and personally sold everything from jewelry, printing, pretzels and pagers, to gym memberships, subscriptions, real estate and mortgages. Author of Cashvertising, his fast-moving, high-content seminars teach audiences how to turn window-shoppers into cash buyers.

Table of Contents

Drew's Welcome Message xi

Acknowledgements 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 Looke 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 to Enhance 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 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 Stick Like Epoxy 171

BrainScript 20 The Psychology of Message Sidedness: How Pulling Back the Horse's Lips Can Increase 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

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