Brain scripts for sales success: 21 hidden principles of consumer psychology for winning new customers (Record no. 201309)

000 -LEADER
fixed length control field 04042 a2200205 4500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 150904b2015 xxu||||| |||| 00| 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780071833608
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.8​343
Item number W4B7
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Whitman, Drew Eric
9 (RLIN) 321510
245 ## - TITLE STATEMENT
Title Brain scripts for sales success: 21 hidden principles of consumer psychology for winning new customers
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York
Name of publisher, distributor, etc McGraw-Hill Education
Date of publication, distribution, etc 2015
300 ## - PHYSICAL DESCRIPTION
Extent xix, 199 p.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Table of contents:

Ch. 1 Introducing consumer psychology to sales
Ch. 2 The brainscripts x-ray: here's what the inside of your prospect's brain looks like
Ch. 3 BrainScripts: 21 Hidden principles of consumer psychology for winning customers and smashing sales records
BrainScript 1. The psychology of inoculation: how to use devilishly effective preemptive strikes to quash your competition
BrainScript 2. The psychology of sensory-specific language: how to direct hollywood-style movies inside your prospects' heads
BrainScript 3. The psychology of credibility transfer: how to borrow believability from others to enhance your own
BrainScript 4. the psychology of the T-model: how to craft your pitch for your prospects' stage of awareness
BrainScript 5. The psychology of social proof: how to tap into a prospect's survival mechanism to turn mistrust into sales
BrainScript 6. The psychology of fear: how to scare up more sales
BrainScript 7. The psychology of the means-end chain: how to sell more by accessing your prospect's value system
BrainScript 8. The elaboration likelihood model: how to use two different persuasion styles and when to use each one
BrainScript 9. The psychology of belief reranking: how to change the way your prospects think about your product
BrainScript 10. The psychology of comparison: how to profit from peer pressure
BrainScript 11. The psychology of liking: how to make prospects like you and hand you their money
BrainScript 12. The psychology of authority: how to crack the code of credibility
BrainScript 13. The psychology of reciprocation: how to use obligation to stimulate action
BrainScript 14. The psychology of commitment/consistency: how to make it uncomfortable for them not to buy
BrainScript 15. The psychology of scarcity: how to use real or perceived limitations to stimulate action
BrainScript 16. The psychology of examples versus statistics: how to know which to use and when
BrainScript 17. The psychology of message organization: how simplicity can boost your sales
BrainScript 18. The psychology of ego morphing: how to get prospects to identify with your products
BrainScript 19. The psychology of redundancy: how to use it to make your message stick like epoxy
BrainScript 20. The psychology of message sidedness: how pulling back the horse's lips can increase desire for your product
BrainScript 21. The psychology of the length-implies-strength heuristic: it must be true because he's saying so much
520 ## - SUMMARY, ETC.
Summary, etc This is 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. 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.

(http://www.mhprofessional.com/product.php?isbn=0071833609)
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling - Psychological aspects
9 (RLIN) 56992
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Marketing - Psychological aspects
9 (RLIN) 56991
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Consumers - Psychology
9 (RLIN) 185640
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Consumer behavior
9 (RLIN) 55858
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme
Item type Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Permanent location Current location Shelving location Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Total Renewals Full call number Barcode Checked out Date last seen Date last borrowed Cost, replacement price Koha item type
          Non-fiction Vikram Sarabhai Library Vikram Sarabhai Library General Stacks 2015-09-08 Prakash eSolutions Pvt. Ltd., (Online) (Uread) 1000.14 3 10 658.8​343 W4B7 190100 2019-06-14 2019-02-14 2019-02-14 1476.00 Books

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