Other Sellers on Amazon
Follow the Author
BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers Paperback – October 1, 2014
Enhance your purchase
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 them--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.
"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
Spike Humer, author of The 10 Day Turnaround
From the Publisher
Drew Eric Whitman―(a.k.a. “Dr. Direct™”)―has been teaching consumer psychology to audiences worldwide for over 30 years. He’s created advertising for many of the largest companies in the U.S. and personally sold everything from jewelry, printing, pretzels and pagers, to gym memberships, subscriptions, real estate and mortgages. Author of Cashvertising, his fast-moving, high-content seminars teach audiences how to turn window-shoppers into cash buyers.
- Publisher : McGraw Hill; 1st edition (October 1, 2014)
- Language : English
- Paperback : 224 pages
- ISBN-10 : 0071833609
- ISBN-13 : 978-0071833608
- Item Weight : 10.9 ounces
- Dimensions : 6.1 x 0.4 x 9 inches
- Best Sellers Rank: #700,992 in Books (See Top 100 in Books)
- Customer Reviews:
About the author
Top reviews from the United States
There was a problem filtering reviews right now. Please try again later.
Worth 1000 X the price.
Top reviews from other countries
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.