Adweek Copywriting Handbook - Paperback - SKU6014
30 Sales Tools you can use to Control the Mind of your Prospect to Motivate, Influence and Persuade.
In Triggers, Sugarman takes the principles he learned from direct marketing and applies them to the field of personal selling with 30 powerful techniques he calls “psychological triggers.”
Psychological triggers effectively influence, motivate and persuade a prospect to make a positive buying decision. By learning just a few of these triggers, any sales or marketing person can literally control the minds of his or her prospects and make a dramatic difference in sales success.
Whether it be selling in person, convincing a friend to do something you want them to do, or creating advertising that sells, knowledge of these psychological triggers is essential to compete in a global business environment.
Many of the triggers may surprise you because they are not obvious and yet are highly effective. Others are obvious but are applied in unique and different ways. Simply understanding these principles can trigger positive responses to any sales message, regardless of the form. This invaluable book offers subtle but powerful tips for any salesperson, advertising executive or marketer.