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 CustomersBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 1
INTRODUCING CONSUMER PSYCHOLOGY TO SALES
Don’t be naive.
A highly skilled salesperson is not just somebody who knows the product and wants to sell you his or her stuff.
No.
That salesperson is a scientist in a laboratory. To him or her, you are a money-carrying rat.
For example, recall the last time you bought a car. Do you think that your nice conversation with the sales rep was just friendly chatter?
While your pupils were dilating from the car’s sensuous lines and sparkly pearlescent paint, your nose was reveling in the fragrant high-end leather interior, and your brain was mentally drooling as your fingertips surfed the circumference ...
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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.