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Buying Trances: A New Psychology of Sales and Marketing | 
 enlarge | Author: Joe Vitale
Publisher: Wiley
Category: Book
List Price: $24.95
Buy New: $13.20
You Save: $11.75 (47%)
New (35) Used (15) from $6.71
Rating:  21 reviews
Sales Rank: 116811
Media: Hardcover
Pages: 209
Number Of Items: 1
Shipping Weight (lbs): 0.2
Dimensions (in): 9.1 x 5.9 x 1
ISBN: 0470095199
Dewey Decimal Number: 658.80019
EAN: 9780470095195
ASIN: 0470095199
Publication Date: March 16, 2007
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: BRAND NEW
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Product Description
Praise for Buying Trances
"The genius of Joe Vitale has never shone brighter. This thoroughly documented and easy-to-read book 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 they were begging to buy from you shortly after you uttered your first sentence. Buying Trances is an exciting ride to the edge of the mind. His finest work to date."
-Kevin Hogan, author, The Psychology of Persuasion and Covert Hypnosis
"This book maps marketing's final frontier-the customer's mind-and exposes the buying trance. Frankly, this may be the smartest marketing book ever written."
-Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want
"As with all of Vitale's books, there are magical secrets chucked 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 a trance and force you to master it."
-Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less
"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 trance-like desire on the part of your prospect. I found this an absolutelyfascinating 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 a prospect's attention. Cutting-edge stuff that is a must for every serious marketer to absorb and implement."
-Robert Ringer, author, To Be or Not to Be Intimidated?: That Is the Question
"Vitale's understanding of how and why people think and act like they do is remarkable. Byunscrambling 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
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| Customer Reviews: Read 16 more reviews...
 buying trances: manipulate people and take advantage of them to push your products August 25, 2008
JW (New York, NY)
1 out of 1 found this review helpful
I know to some people this might seem like a positive, if you think like Joe's way of thinking then you probably do. As a person with some sense of integrity and ethics, I can say that this book made my stomach turn. Let's just quote some gems here:
"What I am suggesting is that people are - let's be blunt - machines. They are not awake. Yes, their eyes are open..." pg. 21;
Now there is one section where he talks about certain needs people have that you use to manipulate them into your product, Joe doesn't use the word manipulate, he frames this as a tool to "connect" to the buyer. And he uses Hitler's example twice here:
"...they are immediately useful, and they can be almost frightingly powerful. Adolph Hitler used them and nearly took over the world. Cult leaders Jim Jones, David Koresh, and Marshall Applewhite used them to command such loyalty...etc" pg. 174
He makes another reference of how effective these techniques are with yet a second reference to Hitler on pg 176, this is when he is talking about a principle of confirming people's suspicions as a way of winning them over
"Hitler "confirmed" the suspicions of many Germans about the cause of their troubles and drew them further into his power by doing so. Cults often confirm the suspicions of members by telling them that their families are out to sabotage them."
Now, I in no way am insinuating that Joe thinks that Hitler or Cult leaders did to other people were good or admirable, but he is certainly praising the METHODS and even using these examples as support for the effectiveness of the METHODS.
All I have to say in regards to this is that, yes, in sales you need to sell, but the means do-not justify the ends. This book is just slime of manipulating people, how to try and hypnotize people with your language, how to confuse people to then make them buy - disgusting. I honestly think that if you apply these predatory techniques on other people, you will lose any sense of personal decency...and as a final note, his writing style is hypnotic, and he basically tries to hypnotize the reader throughout the book. Remember, he thinks you are a machine...
 This book helped me grow my e-newsletter sign up list in one month! July 29, 2008
G. Grote
I love this book and keep it on my desk to remind me to consider the teachings each time I write any type of marketing copy. This book helped me grow my e-newsletter sign up in one month by A. offering something for Free and B. by getting people to take action immediately. Thank you Dr. Vitale! I adore you and thank you for always trying to help your fans by providing helpful and Free information on your blog. You are a blessing!
An Entrancing Book May 9, 2008
Susan L. Daigle (Mandeville LA 70448)
0 out of 2 found this review helpful
Joe Vitale shows how to get a jump on the competition by reaching the customer's unspoken even hidden motivations to buy. By focusing on the customer's needs using open-ended and inward oriented questions rather than on the salesperson's avarice a win-win situation is inevitable. The book's examples, suggestions and antecdotes are entrancing.Buying Trances: A New Psychology of Sales and Marketing
 Good Info and Stories- Interesting April 30, 2008
Dana/ Personal Development advisor (United States)
0 out of 2 found this review helpful
This product by Joe gives you lots of good ideas. I t makes your brain juices start flowing for writing etc.!
Want to see a magic trick? March 28, 2008
P. V. de Metter (Amsterdam, Netherlands)
1 out of 4 found this review helpful
Joe Vitale is Joe Vitale. If you're familiar with Mr. Fire's writings you should know the content grabs you or it does not. With this book, you'll be drawn into the teachings by reading about it at the same moment. When he explains how something is being done, you've just been victimized in reading about it.
This book offers some good, although not entirely new, advise on writing. All the hypnotical stuff gets kind of annoying after a while, but the science behind his writings cannot be ignored. This book is the direct result of his science and because I give it four stars you may conclude it is good, but not great.
I think this book adds to your marketing knowledge like snow on a mountain; nice to look at, but at some times far away. Keep practicing and you'll get some results. Apart from that, just fun to read.
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