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

Whitman, Drew Eric

Softcover

ISBN 10: 0071833609 ISBN 13: 9780071833608

Publisher: McGraw Hill, 2014

Synopsis

QUESTION: Why do some salespeople close deals like crazy, and others usually only get doors closed in their faces?

For example...

Salesman Joe routinely writes deals on homes worth over $3 million... while poor Bill bangs his head against the wall trying to sell $24 cell phones.

Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service.

Fact is, these four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills. They're dedicated... hard workers... and have families to support. But the difference in their performance is staggering. And it's reflected numerically in the last line of their respective bank statements.

Why do some salespeople earn big, fat, healthy commissions while others barely scrape by?

The "secret" is... psychology. Many of these high-earning "sales wizards" use consumer psychology. Powerful principles that influence people to buy.

And it doesn't matter what they sell--these principles work for every business. Plus, they're 100% legal, ethical, and powerful when used to promote quality products and services.

BrainScripts takes you on a fascinating tour inside your prospects' minds and teaches you 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show you exactly how to incorporate them into your own sales presentations.

No matter what you sell--or how you sell it--the tested and proven ideas in this practical, fast-reading book will teach you...

How to use the powerful emotion of fear to convince even the most stubborn prospects--Ethically motivate people to buy whatever you sell.

How to make prospects personally identify with your products--It's like taking an x-ray of their brains before you ask for their money.

How to borrow believability from others to enhance your own--Breaking sales records is easy when people believe what you say. Here's how.

How to tailor your sales pitch for your prospects' stages of awareness--Eric loves your product... Lindsay never heard of it! Here's how to sell them both, in the quickest, easiest way.

How to crush your competition... before they know what hit them--These devilishly effective pre-emptive strikes leave them scratching their heads.

How to change the way your prospects think about your product--You can actually shape how their brains calculate the value of your products. Result? Greater desire and more sales.

How to make your prospects demonstrate your product inside their heads before they spend a penny to buy it--Do this, and the sale is 75% closed.

How to use powerful speaking patterns that build a river of desire for any product or service--Amazingly effective way to talk that gets your prospects' buying juices flowing. If you didn't have their attention before, wait until you see how they respond now.

How to smoke the competition with the power of "extreme specificity"--Chances are, none of your competitors are using this wickedly effective tactic... and they'll hate you for it. (But you'll love how it affects your bank account.)

What common mistakes to avoid... at all costs--Commit these sales blunders and you may as well stay in bed. (How many are you making right now?)

What you should NEVER/ALWAYS do during any sales presentation--These tips will save you years of wasted effort.

Expert guides, tips and strategies--All based not on hypothesis, conjecture or wishful thinking, but on tested and proven methods of consumer psychology.

And much more.

About this title

From the Publisher

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.

From the Author

Hello My Dear Reader!

Drew Eric Whitman here--thank you for visiting this page. Your support means the world to me!

Some of my reading friends have asked me, "Drew... which of your two books is right for me: Cashvertising or BrainScripts?"

It's sort of like asking, "Which tool is best?" The answer, of course, depends on what you're trying to "fix."   :-)

My previous book, Cashvertising, begins with a brief explanation of the foundational principles of consumer psychology, and then in the remaining pages--the majority of the book-teaches dozen of principles and tactics of advertising psychology to help readers boost the selling power of their ads, brochures, emails, websites, sales letters and other ad media. It's a book for advertisers.

BrainScripts for Sales Success, by contrast, digs much deeper into those psychological principles (since the entire book is dedicated to them), and features a practical twist: dozens of actual scripts showing you how to put the principles into action... how to speak them to others... and how to insert persuasion into every sales presentation. It's a book for salespeople.

Whereas Cashvertising focused on advertising, BrainScripts focuses on using those same tested psychological principles for person-to-person sales. 

Read Cashvertising and you'll get a general understanding how the principles discussed in BrainScripts work. 

Read BrainScripts and you'll not only know how they work at a far deeper level, but you'll also learn exactly how to apply them in one-on-one selling situations where you have a live human being in front of you that you're hoping to convince and influence.

"But, Drew! What if I'm an advertiser and I also do one-on-one selling?"
Good question. In that case, you definitely want both books. Read all of BrainScripts... and then jump into Cashvertising at the section which begins, "Ad-Agency Secrets: 41 Proven Techniques for Selling Anything to Anyone."
This way you'll cover all bases. You'll get a "crash-course" in the psychology of one-on-one selling-- plus loads of scripts and dialogues you can use as templates for own presentations--and a hard-hitting "seminar" in the psychology of advertising copywriting and design to improve your ads, emails, websites, brochures, sales letters, and more.

If you've read the reviews that the wonderful Amazon readers have written, you'll quickly see that I'm all about providing practical, no-nonsense, put-it-to-immediate use information. No boring stories. No history lessons. No fluff just to fill space. (I hate books like that.) Like my live, in-person seminars, my goal is to deliver so much ready-to-use information--far more than you paid for--that by the time you're done reading, your head is spinning with new ideas that you can start using the very same day if you'd like.

Most importantly, I thank you wholeheartedly for your kind support. Readers like you make everything I do worthwhile. I hope to have the pleasure of talking with you--at least via email--one day. Or perhaps meeting in person at a live seminar. Feel free to contact me from my website if I can ever be of service to you, okay?

Success!

Drew Eric Whitman, D.R.S.Direct Response Surgeon(tm)

Edition details

• Publisher: McGraw Hill
• Publication date: 2014
• ISBN 10: 0071833609
• ISBN 13: 9780071833608
• Binding: Paperback
• Language: English
• Edition number: 1
• Number of pages: 224