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BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers by Drew Eric Whitman

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You sell the most powerful vacuum cleaner on the planet. Switch it on and it sounds like the mammoth Airbus A380 on takeoff. Not only does it extract dirt from carpet in a frighteningly aggressive manner, it also sucks the glued-on toupee off the nice old man who lives one floor below you.

Tell this to 100 people, and if you were credible enough in both your word selection and your body language, some percentage of them will believe you with no further evidence needed. The others, however, will demand proof before they accept your story as fact. Some prospects, even if they saw the demonstration just once, will be fully ...

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