BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
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BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers
Whitman, Drew Eric
McGraw-Hill Education - Europe
10/2014
224
Mole
Inglês
9780071833608
15 a 20 dias
310
Descrição não disponível.
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
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
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
sales strategy, selling strategy, sales strategies, sell, selling strategies, selling strategy, selling, online, internet, web, social media, Facebook, Google Plus, Google+, Twitter, Linked In, platform, email, metrics, prospect, customer, client, present, objective, goal, process, field, tactics, negotiation, negotiate, close, closing, closing the sale, deal, decide, decision, trust, skeptical, skepticism, authentic, authenticity, relationship, trust, referral, consultative, complex, sales goals, refer, referral, verbal clues, cue, meyer briggs, relationship selling, lead, leads, price differentiation, CRM, complex sale, objection, sales cycle, prospective, customer, client, buyer, buying cycle, Bosworth, target, targeting, story, train, training, audience, rejection, reject, field, resist, resistance, presentation, , cold call, cold calling, facetime, face to face, Gitomer, Ziglar, Zigler, Hopkins, Schiffman, Major Account Sales Strategy, Spin Selling, Spin Selling Fieldbook, Endless Referrals, Selling to the C Suite, Solution Selling, SPIN Selling, Customer Centric Selling, customer centric, story, sales story, story selling, Hope Is Not a Strategy, Secrets of VITO, Lead Generations for the Complex Sale, The New Solution Selling, eMarketing Strategies for the Complex Sale, Power Messaging Sales Solution, Accelerate the Sale, 25 Toughest Sales Objections, Target Opportunity Selling, Rackham, Bosworth, Selling to the C Suite, Story Selling, What Got You Here Won__t Get You There, Cracking the Sales Management Code, The Power of Positive Selling, Make the Sale Happen Before Lunch, Make it Happen before Lunch, Rules of the Hunt, Sales Dog,
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
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
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
sales strategy, selling strategy, sales strategies, sell, selling strategies, selling strategy, selling, online, internet, web, social media, Facebook, Google Plus, Google+, Twitter, Linked In, platform, email, metrics, prospect, customer, client, present, objective, goal, process, field, tactics, negotiation, negotiate, close, closing, closing the sale, deal, decide, decision, trust, skeptical, skepticism, authentic, authenticity, relationship, trust, referral, consultative, complex, sales goals, refer, referral, verbal clues, cue, meyer briggs, relationship selling, lead, leads, price differentiation, CRM, complex sale, objection, sales cycle, prospective, customer, client, buyer, buying cycle, Bosworth, target, targeting, story, train, training, audience, rejection, reject, field, resist, resistance, presentation, , cold call, cold calling, facetime, face to face, Gitomer, Ziglar, Zigler, Hopkins, Schiffman, Major Account Sales Strategy, Spin Selling, Spin Selling Fieldbook, Endless Referrals, Selling to the C Suite, Solution Selling, SPIN Selling, Customer Centric Selling, customer centric, story, sales story, story selling, Hope Is Not a Strategy, Secrets of VITO, Lead Generations for the Complex Sale, The New Solution Selling, eMarketing Strategies for the Complex Sale, Power Messaging Sales Solution, Accelerate the Sale, 25 Toughest Sales Objections, Target Opportunity Selling, Rackham, Bosworth, Selling to the C Suite, Story Selling, What Got You Here Won__t Get You There, Cracking the Sales Management Code, The Power of Positive Selling, Make the Sale Happen Before Lunch, Make it Happen before Lunch, Rules of the Hunt, Sales Dog,
