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Index
Title Page
Copyright Page
Contents
Drew’s Welcome Message
Acknowledgments
Preface
Chapter 1 Introducing Consumer Psychology to Sales
Chapter 2 The BrainScripts X-Ray: Here’s What the Inside of Your Prospect’s Brain Looks Like
Chapter 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
Epilogue
Index
About the Author
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