Buying Trances E-Book

Joe Vitale

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch
• Veröffentlichungsjahr: 2011

Seitenzahl: 259

Beschreibung

Praise for Buying Trances "The genius of Joe Vitale has never shone brighter. This thoroughlydocumented and easy-to-read book is the first of its kind. Vitalegives you the keys to their minds. All you have to do is turn thekeys. They said 'yes' to you long before you said a word and theywere begging to buy from you shortly after you uttered your firstsentence. Buying Trances is an exciting ride to the edge of themind. His finest work to date." -Kevin Hogan, author, The Psychology of Persuasion and CovertHypnosis "This book maps marketing's final frontier-the customer's mind-andexposes the buying trance. Frankly, this may be the smartestmarketing book ever written." -Dave Lakhani, coauthor, Persuasion: The Art of Getting What YouWant "As with all of Vitale's books, there are magical secrets chuckedout like a mad Vegas poker dealer on every page. Not only will youlearn to put people into Buying Trances with this book, the act ofreading it will put you in a trance and force you to masterit." -Mark Joyner, #1 bestselling author, The Irresistible Offer: How toSell Your Product or Service in 3 Seconds or Less "Vitale's expertise in hypnotic marketing combined with hisextensive research challenges the reader on many different levels.He forces you to delve deeper into the benefits of creating abuying atmosphere and a trance-like desire on the part of yourprospect. I found this an absolutelyfascinating book." -Joseph Sugarman, President, BluBlocker Corporation "Buying Trances is not your run-of-the-mill marketing book. It's anexceptionally well-written, well thought out, high-level work thatgives the reader unique insights into how to capture a prospect'sattention. Cutting-edge stuff that is a must for every seriousmarketer to absorb and implement." -Robert Ringer, author, To Be or Not to Be Intimidated?: That Isthe Question "Vitale's understanding of how and why people think and act likethey do is remarkable. Byunscrambling complex ideas and explainingthem in simple language, he reveals how to fashion messages thatwill turn people into compulsive buyers of our products andservices. Now we can take control and create the buying trance.It's a totally refreshing and very effective approach to hugelyprofitable sales and marketing!" -Winston Marsh, veteran Australian marketer

Leseprobe

Table of Contents

Praise

Title Page

Copyright Page

Dedication

Epigraph

Foreword

Acknowledgments

Introduction

GOT TRANCE?

YOUR WAKING TRANCE

A NEW PSYCHOLOGY

WHY YOU NEED THIS

THERE’S GOT TO BE A BETTER WAY!

EXPECT TO LEARN

OPEN YOUR MIND-SET

THE WORLD’S LARGEST PRIVATE COLLECTION OF HYPNOSIS BOOKS

THE MAN WITH THE GOLDEN HELMET

THE BOOK

BLOTNICK’S LIE

BIG FAT LIARS

THE ULTIMATE SECRET

A NEW PSYCHOLOGY

THE BOTTOM LINE

POSITIVE EXPECTANCY

YOUR CHALLENGE

THE TRUTH ABOUT WHY PEOPLE BUY

MASLOW WAS WRONG

THE TOP FIVE REASONS

WHO NEEDS A BATHTUB?

THE 26 REASONS PEOPLE BUY

THE NUDE WIZARD OF MONEYMAKING APPEAL

THE MAGIC OF ROY GARN

SELLING TO EMOTIONS

THE FATAL FOUR

SELF-PRESERVATION

ROMANCE

MONEY

RECOGNITION

HOW I DISCOVERED THE BUYING TRANCE

HOW TO UNCOVER SOMEONE’S CURRENT TRANCE

THE STORY OF THE PORTABLE EMPIRE

MY GOOF

GET OUT OF YOUR EGO

CONVERSATIONAL TRANCES: THE FOUR STATES OF MIND

TALKING TRANCE

THE SECRET

HOW TO HANDLE RESISTANT PROSPECTS

MILTON ERICKSON’S THREE STEPS

MEETING RESISTANCE

THE 10-SECOND TRANCE INDUCTION

A HYPNOTIC E-STUNT

TESTED SELLING INSTITUTE

PITCH AND GROW RICH

MAY I SEE YOUR HAND?

WHAT STATEMENTS WORK?

The Internet Was Destroyed Last Night

WHO ELSE WANTS TO WRITE A HEADLINE THAT ALWAYS WORKS?

“GIVE ME FIVE DAYS AND—!”

WHY SOME WRITING “EXPLODES” IN YOUR HEAD

WHAT IS THE ALL-TIME BEST TRANCE INDUCER?

MY ULTIMATE HYPNOTIC WRITING SECRET

HOW TO GET PEOPLE TO BUY VIRTUALLY ANYTHING

HOW TO CREATE A MAGICAL ON-THE-SPOT BUYING TRANCE

THE MOST IMPORTANT CHAPTER IN THIS ENTIRE BOOK

THE SYSTEM

MRFIREMELTDOWN.COM

YOUR FITNESS BODY

THE HYPNOTIC POWER OF AGREEMENT

NERISSA’S NEW CAR

CREATING AGREEMENT WITHOUT WORDS

DON’T READ THIS CHAPTER

LISTEN TO THIS: HOW TO CREATE BUYING TRANCES FOR RADIO

LISTEN TO WENDI

ATTRACTING SUCCESS

WATCH THIS: HOW TO CREATE BUYING TRANCES FOR TELEVISION OR VIDEO

TELEVISED TRANCES

DOG-GONE GOOD FUN

THE SECRET

A SECRET BUYING TRANCE INDUCTION

THE SECRET: NESTED LOOPS

THE PSYCHIC DEMAND EXAMPLE

EXPLANATION

YOUR GRANDFATHER WAS RIGHT

THE SURPRISE GIFTS: A REVEALING SUMMARY

BONUS SPECIAL REPORT

ONE-SENTENCE PERSUASION?

THE SETUP

THE SENTENCE

THE EXPLANATION

WHAT’S MISSING?

EXAMPLES

NOW WHAT?

Bibliography

About Dr. Joe Vitale

Index

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. It’s Joe’s 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 marketing’s final frontier—the customer’s mind—and 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 Joe’s 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 Vitale’s 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. It’s an exceptionally well-written, well-thought-out, high-level work that gives the reader unique insights into how to capture his/her prospect’s 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! Joe’s 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. It’s 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 buyer’s mind, he makes it all too easy to analyze anyone’s current mental and emotional state, and use that knowledge to put prospects in a helpless Buying Trance. Whether you’re selling or buying, buy this book for your own protection.”

—Pat O’Bryan, Director, Milagro Research Institute,www.patobryan.com

“Buying Trances isn’t about controlling or manipulating customers. It’s about how to get your sales message heard by the people most likely to act on it. When your offer matches your market’s desires, you will get their attention.

However, you’ll quickly see that Joe Vitale believes most people in sales and marketing are stuck in a selling trance. Without a change in focus, you’ll 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 customers—and make the sale. I highly recommend this book to anyone in sales or marketing. Not only is this a well-written, intelligent book, it’s 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 couldn’t put it down! Whether I’m 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 I’m 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 business’s survival.”

—Craig Perrine,www.maverickmarketer.com

Copyright © 2007 by Hypnotic Marketing, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:

Vitale, Joe, 1953-

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

p. cm.

Includes bibliographical references and index.

ISBN 978-0-470-09519-5 (cloth)

1. Selling—Psychological aspects. 2. Marketing—Psychological aspects. I. Title.

HF5438.8.P75V58 2007

658.8001’9—dc22

2006031241

To Roy Garn and Milton Erickson

Nothing more directly challenges status quo marketing research than the emerging scientific consensus that almost all mental activity isn’t fully conscious.

—Dan Hill, Body of Truth: Leveraging What Consumers Can’t or Won’t 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 person’s 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, doesn’t it?

Isn’t 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: Alice’s 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.

She gets wide and thin.

She has adventures that she never wanted but would have a story to tell for life. I promise you—read the first 15 pages or so and you will be in one of the most surprisingly focused trances you’ll ever experience.

Someone can tap you on the shoulder and call your name, but you won’t be aware that anyone is there because you are in Lewis Carroll’s world, and will come out of it only when he says it’s time.

And you can learn to write in such a way that causes people to stop, forget what they were just thinking, turn off the lights, put an X on the piece of paper in front of them, hold it up to the moonlight, hear the crickets, and see the shadows extending across the landscape.

And it’s important to get people to stop what they were doing and bring them to your landscape after you’ve been in their minds, because you can’t sell to them if you don’t turn off the trance they’re in and bring them into yours.

The recent War of the Worlds movie with Tom Cruise isn’t scary at all unless you have watched the first 15 minutes during which you see that everything is normal in New York. Dad plays catch with his irritable teenage son and there is tension between them as there is in anyone’s family; the little girl . . . well, she almost gets lost in Dad’s house because it’s such a mess. Then stop . . . the earth opens up.

And that is where you are taken from your trance, normal life in New York, and put into Steven Spielberg’s trance, the invasion of the planet.

There are two fundamental ways to move people out of their trances.

One is to get into their landscape, show them you understand their world, show them you can live in their world, and show them you empathize with their problems (you could write the book), and then, once you have them captured, boom! you invade the earth.

The other is to simply cause brief single-second confusion for the person.

You do this by accident every day. You are walking to the den or the living room and you forget why. You look around. People stare at you and you look silly because you can’t even venture a guess as to why you left that other room.

Of course, you go back to your room or office, sit down, and are instantly back in your world—you remember exactly what you were going out for.

But what got you sidetracked?

Maybe someone’s tie wasn’t straight.

Maybe you saw a paycheck on someone’s desk or a magazine lying on the floor. Whatever it was, you didn’t in any way anticipate it and it took you from your trance to their trance.

In hypnosis it’s called a confusion technique.

My research shows that if you confuse people for just a moment and bring them into your trance, you can capture their minds. But once they are confused you have only seconds to capture their attention, or all is lost and they will return to their own trances.

Remember Alice in Wonderland?

Exactly.

It seems like such a long time ago!

Why?

Because since we talked about Alice, we’ve been invaded by aliens and seen someone’s goofy tie and someone’s paycheck. We’ve done a lot of traveling in our minds. Walking from room to room, talking to kids—all that stuff gives the brain the illusion of time, making it seem long ago that we were talking about Alice, but it wasn’t. It was only five minutes. It seems like hours, and conversely, sometimes in trances hours seem like minutes.

But I’ll leave all of that for Joe Vitale.

Buying Trances will help you understand how people think so you can help people buy—from you.

—Kevin Hogan www.kevinghogan.com

Eagan, MinnesotaSeptember 2006

Acknowledgments

An author writes a book alone but is heavily influenced by family, friends, peers, strangers, and other authors. I want to thank everyone involved in creating this book. Nerissa, my love, is my main support person, domestic partner, and best friend. Matt Holt and my friends at John Wiley & Sons are terrific people to know and work with. Blair Warren and David Deutsch are best friends and lovers of books. Suzanne Burns is my key assistant and publicist, and a positive influence in my life. Kevin Hogan helped me become a better hypnotist. David Garfinkel, Mark Joyner, and everyone in my mastermind group, including Jillian Coleman-Wheeler, Cindy Cashman, Craig Perrine, Pat O’Bryan, Bill Hibbler, and Nerissa Oden, supported me in this project. Thank you, one and all.

Author’s Strange Introduction

Last night, friends came over for dinner. Victoria, a writer who publishes a local newspaper, asked what I was working on these days.

“I’ve got several books I’m writing or promoting at any one time,” I replied. “There’s also my fitness program, my membership program, the nutritional supplement formulas I’ve invested in and am promoting, my travels, my clients, and lots more.”

“What’s the book you’re writing currently?” she asked.

“It’s called Buying Trances,” I answered. “It’s about a new psychology of sales and marketing.”

Her eyes lit up with interest. Her husband, sitting beside her, didn’t say anything. Victoria, looking captivated, asked the obvious next question: “What’s a buying trance?”

I paused to collect my thoughts and then said, “Everyone is already in a trance. People are thinking about their problems and their dreams. They aren’t thinking about you and what you want to sell to them. This isn’t negative. They are simply preoccupied with their lives. In order to make a sale today, you have to meet them in their current trances, then guide them to what you want them to focus on, which is your product or service. If you don’t meet them where they are in their heads, they’ll never hear you, let alone buy from you.”

“So you need to find out what’s on their minds before you try to persuade them?” Victoria offered.

That, in essence, is the definition of a Buying Trance. It’s meeting people where they are before you take them where you want them to go. It’s the difference between a sideshow barker yelling for people to “Step right up!” and buy his product and you treating them as friends you care about and want to help. The former is going for a quick sale; the latter is going for a profitable long-term relationship. This book is about the latter.

Now, stop and reflect on the unspoken elements of the preceding story.

Victoria is a newspaper publisher. She is naturally interested in books and words. Her question came from her existing “trance” and my answer spoke to that existing mental state. Had I not addressed her question, or had I instead talked about my nutritional supplement company, she might have lost interest, fogged out, and never heard a word I said.

And note that her husband, sitting at the same table, didn’t show much interest in the conversation. He was polite and looked attentive, but he was not involved. He’s into bike riding, video production, and health. Had I talked about any of those subjects, he would have leaned forward and asked a lot of questions. He wasn’t in a Buying Trance. His wife was.

Your readers, prospects, customers, and clients are all like this. When your sales and marketing reaches them, it arrives when they aren’t there. They may be present physically, but not mentally. In their minds, they are preoccupied with their lives. You may be granted about 10 seconds to make your case. If you don’t connect to their trance or bring them out of their trance in those precious 10 seconds, the chances for a sale are next to none.

This book is intended to help you discover how to better communicate with people, so that your sales messages are heard and acted on. You’ll find that little things will make a difference. For example, look at the title of this introduction. By adding the word strange, I made a simple introduction much more, well, hypnotic. While most readers skip introductions to get right to the meat of a book, chances are very high you stopped to read this one, all because of an added word that broke your existing trance.

This is where the world of the Buying Trance begins.

As you proceed through this book, here are a few ideas and questions to allow into your awareness:

• What would your sales and marketing be like if you found yourself understanding Buying Trances and naturally using them in your business?

• You don’t have to use the Buying Trance right away; it’s only important that you are open to the idea of using it soon.

• What would it be like if you allowed your use of the Buying Trance to evolve naturally, easily, and quickly?

• If you were to understand how powerful the Buying Trance is, how much more would you enjoy reading this book?

• You might notice how a single word can define your focus, as well as that of your prospect, customer, or client.

• Just pretend for a moment that you’re the kind of person who can easily master this information and become good at using the Buying Trance.

• I know you are wondering what all of this has to do with sales and marketing, and that’s a good thing to wonder.

• When you find yourself using the Buying Trance naturally, will you be really surprised or just delighted?

Whatever your answers or thoughts at this point in time, just pretend that all of it is moving you in the direction of more sales, more fun, and longer and more profitable relationships.

As you relax into your chair, alert yet calm, let’s begin.

—Dr. Joe Vitale www.mrfire.com

Austin, TexasSeptember 2006

GOT TRANCE?

Are you reading these words right now?

That question isn’t as obvious as it may first appear.

You may be looking at this page, but chances are very good that a part of your mind is wandering, or is about to wander. You might be thinking about your next meal, next appointment, next book, next sale, or any number of things.

In essence, you are in a trance. Your mind is focused on these words, but if I write the wrong word or phrase and activate a new mental process within you, your mind may run off in a new direction. You may put this book down and not complete this page, let alone this chapter. It all depends on what I trigger within you.

Now, stop and consider:

As you read the preceding paragraphs, did your mind in fact wander off?

When I mentioned your next meal, did your stomach begin to grumble?

When I mentioned your next appointment, did you glance at your watch?

When I mentioned your next book, did you think of other books you want to read?

I’ve been very careful not to suggest anything outright stimulating. If I did, your mind would wander off. As it is, even with the innocent triggers I’ve listed, I bet your mind still left the page at least a few times.

This little exercise should give you a small sense of what your own prospective customers are going through as you talk to them or ask them to read a letter or e-mail from you or visit your web site. They are preoccupied. They are thinking of themselves and their interests.

They are in a trance.

YOUR WAKING TRANCE

The trance people are in isn’t a somnambulistic one, during which they are deep asleep but conscious of spoken words. It’s more of a waking trance, during which they are alert and aware; their eyes are open, but their minds are focused on something other than what is right in front of them.

The term waking trance was coined in 1924 by Wesley Wells. In my recent book, Hypnotic Writing, I defined it this way: “A waking trance is a concentration of attention. You are focused on something before you, to the exclusion of virtually all else. Whenever you read a fascinating book, you are engaged in a mild trance. Because your eyes are open, this state is called a waking trance.”

Everyday waking trances are common. They help us get through the day. When you have a long drive to make, so-called highway hypnosis slides in and you safely drive, but you aren’t totally aware of time. When you read a good book, your mind focuses on it and, at least for a while, you forget the world around you. When you are in a conversation with someone, you are somewhat focused on them but mostly focused on your next words or point.

You’ve experienced those trance states. However, few people realize that most of their life is spent in a trance of one form or another.

• Stephen Wolinsky writes, in Trances People Live: “Trances are often a necessary means of surviving and negotiating the physical universe. They are like tunnels you walk through in order to maneuver and focus in the world.”

• Stephen Gilligan writes, in Therapeutic Trances: “Trance experiences are not divorced from a person’s normal patterns of functioning.”

• Roger Straus writes, in Creative Self-Hypnosis: “We are all walking around in something like a trance, sleepwalking through our lives, following what amounts to a set of ‘post-natal suggestions’ to be a certain kind of person and to think and behave in a certain way.”

• According to Ronald Havens’ The Wisdom of Milton H. Erickson , the legendary hypnotherapist once said, “Trance is a common experience. A football fan watching a game on TV is awake to the game but is not awake to his body sitting in the chair or his wife calling him to dinner.”

Almost no one in business understands that unless you merge with and lead the existing trance of your customers, your chances for a sale are slim to none. This book is about awakening you from the trance most businesspeople are in and putting you into a new trance: one in which you are in control.

This may be confusing. But as I pointed out in my book The Attractor Factor, confusion is that wonderful state right before clarity. Confusion itself is a trance. Clarity is another one.

This book is about awakening from trances.

A NEW PSYCHOLOGY

A trance is defined as any condition where the focus of attention is narrowed. This is why so many traditionally trained hypnotists ask their subjects or patients to focus on something specific, such as a candle flame, a point on the wall, a swinging watch, or even just a finger. This focusing of attention, a characteristic of the trance state, is a way to actually induce a trance.

You can do this with words spoken or written. My book Hypnotic Writing explains how to use words to seduce people into paying attention and then paying for your product or service. Words can lead people into a waking trance state. For the purposes of this book, we will use words to lead people into what I call a Buying Trance.

The Buying Trance is a focusing of attention on what a person will get from your product or service. As long as you focus their attention on their needs, you can keep people in a Buying Trance. But this is easier said than done. The average person in business is focused on his or her own needs: to make a sale. She or he is stuck in a selling trance, which doesn’t put anyone in a buying trance. The difference is dramatic.

I’m calling this procedure a new psychology of sales and marketing because it is a breakthrough in the psychology of selling. Modern psychology hasn’t been around more than 150 years, according to James Goodwin in his book, A History of Modern Psychology. Business psychology is even younger.

The first popular psychologist in the business arena was Walter Dill Scott. He wrote many books, beginning in 1903 with The Theory of Advertising. Scott said consumers were not rational decision makers and could be influenced by suggestion and emotion. He scratched the surface of how to begin a Buying Trance, though he never used that term. Still, Scott was strongly influenced in his view of suggestion by the work of H. Bernheim on hypnosis, especially by the 1889 book, Suggestive Therapeutics: A Treatise on the Nature and Uses of Hypnotism.

My own work in sales and marketing has been influenced by hypnotists and hypnotherapists. Knowing how the human mind works better enables any marketer to produce more focused, memorable, and practical messages. Since the average person is bombarded with an estimated two to three thousand selling messages per day, most of which they never remember or remember incorrectly, business needs a better way to grab and hold attention. Using principles of hypnosis in selling can help create that Buying Trance, where your chances of making more sales increase.

In this book you’ll learn how to create a Buying Trance that serves your customers. You won’t be able to control or manipulate them, but you will be able to get your message heard by your target audience. When your message is a match to what your audience needs or wants, you’ll find that they perk up and focus on you, which is the essence of waking hypnosis.

Keep an open mind. You’re about to discover a breakthrough—a powerful new tool for increasing your results in all your sales and marketing.

WHY YOU NEED THIS

Why is knowing how to put people into a Buying Trance important?

The answer should be obvious: You’ve got competition. Some of it is from unscrupulous advertisers and marketers; some of it is from people who aren’t even in your business; and lots of it is from businesses that are simply cluttering the marketplace with their messages, most of which fall on deaf ears.

I tried to get a firm number as to how many sales and marketing messages the average person hears or sees in one day. The numbers I found are conflicting, but seem to average about 3,000 per day. For example:

• Tony Rubleski, in his book, Mind Capture, says we are hit by 1,500 messages per day.

• Mike Adams, in his booklet, The Real Safety Guide to Protecting Against Advertisers, Marketers and Big Business Propaganda, says we are exposed to more than 3,000 commercial messages a day.

Some of my other research revealed the following:

The average person today is exposed to never-ending deluge of 1,700 marketing messages during a single 24-hour period. Look around you; we marketers have pasted integrated, injected, and/or overlaid advertising in any possible place imaginable! Case in point: NBC will start to digitally insert commercial “billboards” into advertising content to be broadcast during the Winter Olympics—in essence a commercial within a commercial.

www.intelective.com/online-internet-marketing-firm.pdf

According to a recent consumer expenditure survey, households spend $4 trillion per year. It’s estimated that $236 billion will be spent this year in the United States on print, radio, online, and broadcast advertising to get a piece of this market. The result is sensory bombardment. It is also estimated that each American is exposed to well over 2,500 advertising messages per day, and that children see over 50,000 TV commercials a year. In our view, as many as one-quarter of all these ads are deliberately deceptive. Increasingly, the family of businesses that advertise is not one you should be proud to be associated with.

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