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(BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers) [By: Whitman, Drew Eric] [Oct, 2014]
QUESTION: Why do some salespeople close deals like crazy, and others usually only get doors closed in their faces?
For example...
Salesman Joe routinely writes deals on homes worth over $3 million... while poor Bill bangs his head against the wall trying to sell $24 cell phones.
Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service.
Fact is, these four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills. They're dedicated... hard workers... and have families to support. But the difference in their performance is staggering. And it's reflected numerically in the last line of their respective bank statements.
Why do some salespeople earn big, fat, healthy commissions while others barely scrape by?
The "secret" is... psychology. Many of these high-earning "sales wizards" use consumer psychology. Powerful principles that influence people to buy.
And it doesn't matter what they sell--these principles work for every business. Plus, they're 100% legal, ethical, and powerful when used to promote quality products and services.
BrainScripts takes you on a fascinating tour inside your prospects' minds and teaches you 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show you exactly how to incorporate them into your own sales presentations.
No matter what you sell--or how you sell it--the tested and proven ideas in this practical, fast-reading book will teach you...
How to use the powerful emotion of fear to convince even the most stubborn prospects --Ethically motivate people to buy whatever you sell.
How to make prospects personally identify with your products --It's like taking an x-ray of their brains before you ask for their money.
How to borrow believability from others to enhance your own --Breaking sales records is easy when people believe what you say. Here's how.
How to tailor your sales pitch for your prospects' stages of awareness --Eric loves your product... Lindsay never heard of it! Here's how to sell them both, in the quickest, easiest way.
How to crush your competition... before they know what hit the m--These devilishly effective pre-emptive strikes leave them scratching their heads.
How to change the way your prospects think about your product --You can actually shape how their brains calculate the value of your products. Result? Greater desire and more sales.
How to make your prospects demonstrate your product inside their heads before they spend a penny to buy it --Do this, and the sale is 75% closed.
How to use powerful speaking patterns that build a river of desire for any product or service --Amazingly effective way to talk that gets your prospects' buying juices flowing. If you didn't have their attention before, wait until you see how they respond now.
How to smoke the competition with the power of "extreme specificity" --Chances are, none of your competitors are using this wickedly effective tactic... and they'll hate you for it. (But you'll love how it affects your bank account.)
What common mistakes to avoid... at all costs --Commit these sales blunders and you may as well stay in bed. (How many are you making right now?)
What you should NEVER/ALWAYS do during any sales presentation --These tips will save you years of wasted effort.
Expert guides, tips and strategies --All based not on hypothesis, conjecture or wishful thinking, but on tested and proven methods of consumer psychology.
And much more.
For example...
Salesman Joe routinely writes deals on homes worth over $3 million... while poor Bill bangs his head against the wall trying to sell $24 cell phones.
Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service.
Fact is, these four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills. They're dedicated... hard workers... and have families to support. But the difference in their performance is staggering. And it's reflected numerically in the last line of their respective bank statements.
Why do some salespeople earn big, fat, healthy commissions while others barely scrape by?
The "secret" is... psychology. Many of these high-earning "sales wizards" use consumer psychology. Powerful principles that influence people to buy.
And it doesn't matter what they sell--these principles work for every business. Plus, they're 100% legal, ethical, and powerful when used to promote quality products and services.
BrainScripts takes you on a fascinating tour inside your prospects' minds and teaches you 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show you exactly how to incorporate them into your own sales presentations.
No matter what you sell--or how you sell it--the tested and proven ideas in this practical, fast-reading book will teach you...
How to use the powerful emotion of fear to convince even the most stubborn prospects --Ethically motivate people to buy whatever you sell.
How to make prospects personally identify with your products --It's like taking an x-ray of their brains before you ask for their money.
How to borrow believability from others to enhance your own --Breaking sales records is easy when people believe what you say. Here's how.
How to tailor your sales pitch for your prospects' stages of awareness --Eric loves your product... Lindsay never heard of it! Here's how to sell them both, in the quickest, easiest way.
How to crush your competition... before they know what hit the m--These devilishly effective pre-emptive strikes leave them scratching their heads.
How to change the way your prospects think about your product --You can actually shape how their brains calculate the value of your products. Result? Greater desire and more sales.
How to make your prospects demonstrate your product inside their heads before they spend a penny to buy it --Do this, and the sale is 75% closed.
How to use powerful speaking patterns that build a river of desire for any product or service --Amazingly effective way to talk that gets your prospects' buying juices flowing. If you didn't have their attention before, wait until you see how they respond now.
How to smoke the competition with the power of "extreme specificity" --Chances are, none of your competitors are using this wickedly effective tactic... and they'll hate you for it. (But you'll love how it affects your bank account.)
What common mistakes to avoid... at all costs --Commit these sales blunders and you may as well stay in bed. (How many are you making right now?)
What you should NEVER/ALWAYS do during any sales presentation --These tips will save you years of wasted effort.
Expert guides, tips and strategies --All based not on hypothesis, conjecture or wishful thinking, but on tested and proven methods of consumer psychology.
And much more.
Paperback
First published October 1, 2014
32 people are currently reading
309 people want to read
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Displaying 1 - 7 of 7 reviews
December 19, 2014
Brain Scripts for Sales Success
21 Hidden Principles of Consumer Psychology for Winning New Customers
Drew Eric Whitman
McGraw-Hill Education October 2014.
This is been one of the top ten bestsellers on Amazon in Marketing and Sales Presentations, Sales Techniques and Consumer Behaviour.
Why do some salespeople earn big, fat, healthy commissions while others barely scrape by?
The "secret" is... psychology. Many of these high-earning "sales wizards" use consumer psychology. Powerful principles that influence people to buy.
And it doesn't matter what they sell--these principles work for every business. Plus, they're 100% legal, ethical, and powerful when used to promote quality products and services.
BrainScripts takes you on a fascinating tour inside your prospects' minds and teaches you 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show you exactly how to incorporate them into your own sales presentations.
The promise of this book is that, if you are dealing with human beings, then this book will help you make more money. Drew Whitman takes the well tested principles of consumer psychology and breaks them down into practical techniques that a sales professional can use when talking to potential customers.
It is a densely packed and extremely comprehensive manual on sales techniques and consumers behaviour that requires careful study, building up one technique at a time to suit your particular customers.
Your personal ethical and moral code has to accept that these techniques and principles can help your sales - because these techniques are designed to be manipulative. Tricks if you like.
You are going to become a choreographer or stage director, guiding the thought processes of your prospective customer with a skilful hand at every step of the sales negotiating process. Until it stops being a negotiation between two equal minds and becomes a presentation where you are dominating and controlling that how your prospect reacts to your sales pitch, word for word, step by step.
So how does this book work?
By focusing on the context of the sale and who you are, rather than the content.
This is why it has such universal value in any person to person sales environment.
I was pleased to receive an ARC of this book from Netgalley.
21 Hidden Principles of Consumer Psychology for Winning New Customers
Drew Eric Whitman
McGraw-Hill Education October 2014.
This is been one of the top ten bestsellers on Amazon in Marketing and Sales Presentations, Sales Techniques and Consumer Behaviour.
Why do some salespeople earn big, fat, healthy commissions while others barely scrape by?
The "secret" is... psychology. Many of these high-earning "sales wizards" use consumer psychology. Powerful principles that influence people to buy.
And it doesn't matter what they sell--these principles work for every business. Plus, they're 100% legal, ethical, and powerful when used to promote quality products and services.
BrainScripts takes you on a fascinating tour inside your prospects' minds and teaches you 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show you exactly how to incorporate them into your own sales presentations.
The promise of this book is that, if you are dealing with human beings, then this book will help you make more money. Drew Whitman takes the well tested principles of consumer psychology and breaks them down into practical techniques that a sales professional can use when talking to potential customers.
It is a densely packed and extremely comprehensive manual on sales techniques and consumers behaviour that requires careful study, building up one technique at a time to suit your particular customers.
Your personal ethical and moral code has to accept that these techniques and principles can help your sales - because these techniques are designed to be manipulative. Tricks if you like.
You are going to become a choreographer or stage director, guiding the thought processes of your prospective customer with a skilful hand at every step of the sales negotiating process. Until it stops being a negotiation between two equal minds and becomes a presentation where you are dominating and controlling that how your prospect reacts to your sales pitch, word for word, step by step.
So how does this book work?
By focusing on the context of the sale and who you are, rather than the content.
This is why it has such universal value in any person to person sales environment.
I was pleased to receive an ARC of this book from Netgalley.
April 25, 2016
I gave this book 5 stars because it really gives you a lot of ways to sell and persuade someone. You should really take this book and try to internalize all the strategies throughout a year (even couple of years).
Amazing strategies! Learning them could take time but if you've learned them, you'll be definitely powerful.
Amazing strategies! Learning them could take time but if you've learned them, you'll be definitely powerful.
April 8, 2015
Insightful, relevant and entertaining. Whitman has a way with words that will keep you laughing - while at the same time - reminding you of the subtle (but powerful) reasons people buy. Highly recommend.
September 10, 2016
Book covered some of the basic concepts of selling. I did like the creative scripts and examples he provided in the book.
November 20, 2022
The content overall is good. It is a decent introduction if you are new to sales, copywriting, and consumer psychology. Unfortunately, it is highly derivative of other sources. Due yourself a favor and read Influence by Robert Cialdini, The Boron Letters, and a Selling with NLP. They compose 90% of the content with better details and examples. There is nothing new here. Cashvertising by the same author is a fantastic book and I find it a useful tool for composing sales copy. I was hoping for more with BrainScripts.
July 29, 2018
Dumb and self-indulgent. Basically the message is "talk a lot."
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March 9, 2018"Here's the simple three-step desire flow path that happens inside your brain, including the result it sets in motion. It always works in exactly this fashion: (1) Tension arises (2) desire builds (3) action is taken to satisfy the desire" (12).
"Stop thinking that it's your product that people are in love with or should crave. It's not. It's what your product or service can do for them" (78).
"Stop thinking that it's your product that people are in love with or should crave. It's not. It's what your product or service can do for them" (78).
Displaying 1 - 7 of 7 reviews