Understanding the "buy Button" in your Customer's Brain

eBook - 2007
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Publisher: Nashville, Tenn. : T. Nelson, c2007.
Edition: Rev. and updated.
ISBN: 9781418570309
Characteristics: 1 online resource (xii, 243 p.) : ill.
Additional Contributors: Morin, Christophe
Contents: Three brains, one decision-maker
The only six stimuli that speak to the old brain
The methodology: four steps to success
Step 1: diagnose the pain
Step 2: differentiate your claims
Step 3: demonstrate the gain
Step 4: deliver to the old brain
The first message building block: grabbers
Message building block #2: big picture
Message building block #3: claims
Message building block #4: proofs of gain
Message building block #5: handling objections
Message building block #6: the close
The first impact booster: wording with you
Impact booster #2: your credibility
Impact booster #3: contrast
Impact booster #4: emotion
Impact booster #5: learning styles
Impact booster #6: stories
Impact booster #7: less is more
Marketing is dead, long live neuromarketing
Handbook: selling to the old brain 101
Brainpower: quick review of concepts.


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