October 2014
Beginner
224 pages
5h 1m
English
book
BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
by Drew Eric Whitman
Content preview from BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
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You don’t sell a 19-cent rubber doorstop the same way you sell a $1.3 million 1,001-horsepower Bugatti Veyron 16.4 Coupe. Selling the made-in-China wedge takes about 19 cents’ worth of influence. For the Bugatti, you may need to work through lunch to clinch the sale.
But it’s more than what you need to say to your prospect that makes all the difference in your success. It’s the way your prospect needs to think about what you’re saying.
“Huh, Drew?”
Listen: Two types of thinking processes occur when consumers are faced with buying decisions. These two thinking methods represent two routes to changing consumers’ attitudes: peripheral ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.