BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers (BUSINESS BOOKS)
£17.10
The newest, most successful strategies for landing the sale―based on the latest discoveries in neuroscience and consumer psychology
BrainScripts for Sales Success explains consumer psychology to teach you how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective.
You’ll learn how to use the powerful emotion of fear to convince stubborn prospects, make prospective customers successfully demonstrate the product inside their heads before they spend a penny to buy it, use speaking patterns that build desire for the product or service, and much more.
“A masterpiece! This is one of those rare books that I wish wouldn’t get published. This gem will become the new sales bible.”
Dr. Joe Vitale, author of Hypnotic Writing and There’s A Customer Born Every Minute
“Read it and sell more―it’s just that simple.”
Roger Dawson, author of Secrets of Power Negotiating
“Puts you light years ahead of your competition. Read it… before your competition does.”
Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery
“Gives you an almost unfair advantage―yet it’s all perfectly legal!”
Richard Bayan, author of Words That Sell
“Take all of the text books ever written about persuasion, influence, marketing, and salesmanship. Strip away the nonsense. What do you get? BrainScripts. It’s a mistake not to read this book.”
Mark Joyner, founder and CEO of Simpleology
“Can you imagine the power in your sales presentation when you understand your prospects better than they know themselves?”
Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert
“It’s like looking into a crystal ball of human behavior.”
Thomas A. Freese, author of Secrets of Question Based Selling
“The material in BrainScripts is so powerful it should require a license for use.”
Art Sobczak, author of Smart Calling―Eliminate the Fear, Failure, and Rejection from Cold Calling
“BrainScripts shows in detail how beliefs become established, how they affect behavior and, most importantly, how business owners can ethically tap into them to help their companies grow and prosper.”
Robert Dilts, Founder NLP University
“BrainScripts gives you actual scripts to help get your sales message across without setting off your prospects’ ‘What’s the catch?’ alarm.”
Tom “Big Al” Schreiter, author of How To Get Instant Trust, Belief, Influence, and Rapport!
“BrainScripts is the definitive advantage in sales strategy. Read it and win… or pray your competitors do not.”
MJ DeMarco, author of The Millionaire Fastlane
“BrainScripts takes sales psychology to a new level. Drew’s practical and easy-to-use tips will also take you to the next level.”
Kerry Johnson, MBA, Ph.D.;America’s Sales Psychologist
“BrainScripts brings you face-to-face with the prospect’s intimate evaluation procedures so you can turn them into sales motivations and close the deal!”
René Gnam, author of René Gnam’s Direct Mail Workshop
“Drew Eric Whitman has swung open the vault to generating buyers en mass. BrainScripts just might be the best investment of your business life and selling career.”
Spike Humer, author of The 10 Day Turnaround
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Additional information
| Publisher | McGraw-Hill Education (1 Oct. 2014) |
|---|---|
| Language | English |
| Paperback | 224 pages |
| ISBN-10 | 0071833609 |
| ISBN-13 | 978-0071833608 |
| Dimensions | 15.49 x 1.02 x 22.86 cm |
by Paul Simister
This is an interesting book to read but the contents is hard to remember.
The contents includes:
8 primary desires
9 secondary desires (or learned wants)
Combined they provide the underlying motivations for buying but I’d have liked to have seen them better explained. You’ll see links to Maslow’s hierarchy of needs and the general issue of avoiding pain and moving towards pleasure.
Then there are the 21 principles which are interesting but I’m not sure they are hidden. If you’ve come into contact with Robert Cialdini’s factors of influence, then you know six of them. Some of the others are covered in fairly standard sales, marketing and copywriting books but some are new to me.
The author gives you examples of how the principles can apply in practice but if you have the typical British reticence to hype, you may find yourself resisting both the example pitches and the thought of using them in such a strong way.
The book assumes that you have a well differentiated product offering, that you have genuine benefits over and above the competition. This is a particular interest of mine and unfortunately, in my experience, far too many businesses are selling me-too products and services that are little different from competitors.
I work as a business coach and as I was reading it, I thought it was going to be a book I’d recommend to clients but by the end, I decided that it wasn’t. I’m not sure why not. I never thought about returning it for a refund so I’m glad it’s in my digital library.
4 stars for me says interesting and worthwhile but not essential. If you’re a business advisor or full time sales person, I recommend you read it. If you’re the business owner who has to wear many hats, I’d give it a miss unless you are particularly interested or have a serious sales conversion problem.
About my book reviews – I aim to be a tough reviewer because the main cost of a book is not the money to buy it but the time needed to read it and absorb the key messages. 4 stars means this is a good to very good book.
Paul Simister, a business coach who helps business owners who are stuck, get unstuck.
by Trond Skaustein
I have started to read the book and it is very useful for marketing purpose!