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Buying Trances
Book

Buying Trances

A New Psychology of Sales and Marketing

Joe Vitale
Wiley, 2007

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Editorial Rating

6

Qualities

  • Applicable
  • Well Structured
  • For Beginners

Recommendation

“Do you want to make sales like magic? Then read this book.” According to Joe Vitale, you can grab readers’ attention by including “magic” in a headline because it appeals to their inner thoughts and penetrates their habitual trance or preoccupation. Once you break into this daze, you can lead potential customers into a “Buying Trance,” a state of mind where they become receptive to your message. Vitale touts this as the “new psychology of sales and marketing.” Well, it may be witchcraft, but it isn’t magically new, except for the catch phrase on the book’s cover. Vitale recommends that you do what every astute marketer attempts to do – grab a person’s attention, address a need, and offer a solution in the form of your product or service. Rather than being innovative or clever, Vitale’s tactics tend more toward the transparent (good) and manipulative (not so good). Though most savvy shoppers seem unlikely to succumb to Vitale’s spell, getAbstract suggests this book to new marketers who need to know about all the tricks of the trade.

Take-Aways

  • People live immersed in one kind of trance or another.
  • People tend to focus their thoughts on something with little regard for what is going on around them. That‘s being in a trance.
  • When you induce a “Buying Trance,” you merge the idea of buying with person's existing trance and thereby spur a purchase.

About the Author

Dr. Joe Vitale is the bestselling author of The Attractor Factor: 5 Easy Steps for Creating Wealth (or Anything Else) from the Inside Out and Life’s Missing Instruction Manual: The Guidebook You Should Have Been Given at Birth and president of a marketing consulting firm.

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