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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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CHAPTER 1

INTRODUCING CONSUMER PSYCHOLOGY TO SALES

Don’t be naive.

A highly skilled salesperson is not just somebody who knows the product and wants to sell you his or her stuff.

No.

That salesperson is a scientist in a laboratory. To him or her, you are a money-carrying rat.

For example, recall the last time you bought a car. Do you think that your nice conversation with the sales rep was just friendly chatter?

While your pupils were dilating from the car’s sensuous lines and sparkly pearlescent paint, your nose was reveling in the fragrant high-end leather interior, and your brain was mentally drooling as your fingertips surfed the circumference ...

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