Buying Trances

A New Psychology of Sales and Marketing

by Joe Vitale

Number of pages: 240

Publisher: John Wiley & Sons, INC.

BBB Library: Sales and Marketing

ISBN: 9780470095195

About the Author

Joe Vitale is President of Hypnotic Marketing, Inc., a marketing consulting firm.


Editorial Review

Before you can think of selling anything to anyone, you must first make sure that they are listening to you. But the rule of thumb is that most people are not listening; most people are pre-occupied with their own thoughts, troubles, errands, commitments and the likes. Your objective here is to get their attention long enough to induce what is known as a Buying Trance.

Book Reviews

"This book maps marketing's final frontier-the customer's mind-and exposes the buying trance. Frankly, this may be the smartest marketing book ever written." -Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want

"If you are interested in copy righting and getting more sales I highly recommend this book As an added bonus Joe adds The One Sentence Persuasion Course which I have managed to locate . " - Ibo Social

"As with all of Vitale's books, there are magical secrets chucked out like a mad Vegas poker dealer on every page. Not only will you learn to put people into buying trances with this book, the act of reading it will put you in a trance and force you to master it." -Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less.

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Wisdom to Share

“The buying trance is all about delivering a message to people that fits what they are looking for and that is delivered in a vivid way.”

“When it comes to working with resistant prospects, agreeing with them is a wiser strategy than arguing with them. Agreement melts resistance and leads to trance, then to sales.”

“When you attempt to market anything to anyone, unless you address them at their current trance level, you will not be accepted by them.”

By asking detailed questions, you get many specific answers that will give you clues as to what people are really thinking, where they have drawn their conclusions, and who has influenced their thinking.

Thus, the fields of public relations, marketing and advertising do not just influence perception, but actually create it.

A great number of our actions actually stems from unconscious motivations, which is why many times we cannot give accurate reasons to justify our behaviors.

When you choose any simple product over another, your decision to buy that product is mainly activated by what is programmed in your mind over time through advertising and publicity.

Perceptions control how people respond to anything, and their perceptions are largely controlled by others.

Yet, most sales people focus on their own needs to sell; thus, a selling trance and the difference between the two trances is dramatic.

As long as you focus their attention on their needs, you can keep people in a Buying Trance.

The Buying Trance is a focusing of attention on what a person will get from your product or service.

Almost no one in business understands that unless you merge with and lead the existing trance of your customers, your chances for a sale are slim to none.

Understanding what really motivates people is the foundation to understanding this new psychology of marketing and selling.

How you frame, position, or explain your product or service will determine how people perceive it. How they perceive it will determine what they do.