Description
Book SynopsisThe newest, most successful strategies for landing the saleâbased 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
âœRead it and sell moreâitâs just that simple.â
Roger Dawson, author of Secrets of Power Negotiating
Table of Contents
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
