Joe Vitale - Buying trances: a new psychology of sales and marketing

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Table of Contents

Praise forBuying Trances

The genius of Joe Vitale has never shone brighter. This thoroughly documented and easy-to-read tome on Buying Trances is the first of its kind. Vitale gives you the keys to their minds. All you have to do is turn the keys. They said yes to you long before you said a word... and were begging to buy from you shortly after you uttered your first sentences. Buying Trances is an exciting ride to the edge of the mind. Its Joes finest work to date.

Kevin Hogan, Author of The Psychology
of Persuasion and Covert Persuasion

I absolutely refuse to endorse this book at all because of the chapter on the all-time best trance inducer. I feel it is dangerous and irresponsible to expose this information. Joe, what were you thinking? If I were going to endorse this book, I might say something like: This book maps marketings final frontierthe customers mindand exposes their Buying Trance. Frankly, this may be the smartest marketing book ever written, yet that chapter makes it the most dangerous book on the planet in the wrong hands. Proceed with caution.

Dave Lakhani, Author of Persuasion:
The Art of Getting What You Want

As with all of Joes books, there are magical secrets dealt 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 one and force you to master it.

Mark Joyner, Author of
The Irresistible Offer

Joe Vitales expertise in hypnotic marketing, combined with his extensive research, challenges the reader on many different levels. He forces you to delve deeper into the benefits of creating a buying atmosphere and a trancelike desire on the part of your prospect. I found this an absolutely fascinating book.

Joseph Sugarman, President,
BluBlocker Corporation

Buying Trances is not your run-of-the-mill marketing book. Its an exceptionally well-written, well-thought-out, high-level work that gives the reader unique insights into how to capture his/her prospects attention. Cutting-edge stuff that is a must for every serious marketer to absorb and implement.

Robert Ringer, Author of To Be or Not to
Be Intimidated?

Once again Joe Vitale has written another masterpiece but this surely must be his finest work! Joes understanding of how and why people think and act like they do is remarkable. By unscrambling complex ideas and explaining them in simple language he reveals how to fashion messages that will turn people into compulsive buyers of our products and services. Now we can take control and create the Buying Trance. Its a totally refreshing and very effective approach to hugely profitable sales and marketing!

Winston Marsh, Veteran
Australian Marketer

Dr. Joe Vitale has written a very informative, entertaining, and dangerous book. By revealing the deep, secret workings of the buyers mind, he makes it all too easy to analyze anyones current mental and emotional state, and use that knowledge to put prospects in a helpless Buying Trance. Whether youre selling or buying, buy this book for your own protection.

Pat OBryan, Director, Milagro
Research Institute,
www.patobryan.com

Buying Trances isnt about controlling or manipulating customers. Its about how to get your sales message heard by the people most likely to act on it. When your offer matches your markets desires, you will get their attention.

However, youll quickly see that Joe Vitale believes most people in sales and marketing are stuck in a selling trance. Without a change in focus, youll alienate your customers and the competition will eat you alive.

The concepts presented in this book, once applied, will make it easier for you to truly reach your customersand make the sale. I highly recommend this book to anyone in sales or marketing. Not only is this a well-written, intelligent book, its a fun read, too.

Bill Hibbler,
www.ecommerceconfidential.com

If you want to understand how to match what your customer is thinking about and lead them to want to buy from you, this is a must-have book. I couldnt put it down! Whether Im writing a sales letter, an e-mail to my list, or a blog post, this book has given me quick and easy ways to make sure Im reaching my prospects in their trance and bringing them into mine. As advertising overload saturates your customers attention, tapping into the power of Buying Trances not only will be sharp marketing, but it may well become essential for your businesss survival.

Craig Perrine,
www.maverickmarketer.com

To Roy Garn and Milton Erickson

Nothing more directly challenges status quo marketing research than the emerging scientific consensus that almost all mental activity isnt fully conscious.

Dan Hill, Body of Truth: Leveraging What Consumers Cant or Wont Say, 2003

Ideas which have the greatest suggestive power are those presented to us by the actions of other persons. The second most effective class is probably the ideas suggested by the words of our companions. Advertisements that are seen frequently are difficult to distinguish in their force from ideas which are secured from the words of our friends. Advertising thus becomes a great social illusion.

Walter Dill Scott, The Psychology of Advertising, 1908

Foreword

Buying Trances.

Three for $1,000?

Some trances are absolutely amazing.

They can take you deep inside the most passionate of places or move you to the peaks of peaceful calm; still others can bring you the power and perseverance you might want to be the best at what you do.

Trances.

Three for $1,000 could be a bargain.

Trances fascinate.

The moments before you fall into slumber are called the hypnogogic state. The moments you are waking up, unsure of whether you are walking around or still in bed, only to be assured you are still in bed, are the hypnopompic state.

Every day you and I experience these two states. In an average persons day there is no time that we are more susceptible to suggestion, which is why I stopped listening to the radio in bed two decades ago.

Joe Vitale calls himself a hypnotic marketer, an appropriate title for what he does.

Hypnotic writing?

Joe coined that phrase and I love it.

Sounds absurd when you first hear it, doesnt it?

Isnt hypnosis where you stare at a watch and go to sleep and hold your arm out for an hour while someone gives you suggestions, after which you remember nothing?

Certainly that could be one kind of trance or one trancelike state (not a great state for buying products and services, though).

Hypnotic writing.

Lewis Carroll wrote perhaps the single most powerful piece of hypnotic writing in history: Alices Adventures In Wonderland.

Have you read that recently?

May I suggest what the power of the mind can do... and the power of a trance? Please grab a copy off your bookshelf and simply read the first 15 pages or so.

Alice sees a rabbit. He carries a watch. He goes into a hole.

She follows.

She gets tall and small.

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