O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

It would be nice to earn fat commissions by selling ridiculously expensive homes, cars, factory equipment, electronics, medical devices, and other big-ticket items, but many of us are selling things that wouldn’t break anyone’s bank. That means in many cases that not as much mental horsepower is required to move the convincer needle.

That’s where cues come in. We touched on this earlier in the book, but now let’s jump in with both feet. To refresh your memory, cues—as we’ll discuss in this section—are elements that influence buyers through the use of images, symbols, logos, testimonials, photos, reviews, and endorsements. Cues can also be psychological strategies ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required