The Mind of the Buyer
CHAP TE R TWE LVE SU GGESTION I N TH E SALE Suggestion is regarded as mysterious. M uch h a s b een said duri ng rec ent years a ...
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1 54 TH E M IN D O F T HE BUY E R t his. W e simply use th e m e th od s al rea dy de sc ribed in th e c h ap te r on a tten tio ...
SUG GE S T I ON IN TH E SALE^155 s ubj ec t to t hink abo u t a nearby obj ec t. Afte r s eve ral momen ts t h e record show s t ...
(^156) T H E M IN D O F TH E B UY E R p ortan t p urch a se s. Fo r exampl e, th e idea “ ba se-ball sc ore ” m ay ente r o ur m ...
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1 58 TH E M I N D O F TH E B UYE R wi th sta nd every c ont radict ory impul se. M ake th e sugge ste d c ourse o f a cti on app ...
SUG G E S TI ON IN T H E SALE^159 th e secon d i dea sendin g f orth th e mot or im p ul se abd t he n com e s th e third idea s ...
(^160) T HE M IN D O F THE B UY E R way of illu stra tion, a nalyze a w ell -kn own selling-ph ra se which m ay l ead t h e min ...
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(^162) TH E M IN D O F TH E B UY E R f ountai n cl erk, “ Give m e a gla ss of c oke. Th e man ufa ct urers did no t like thi s ...
SUG GE S TI ON IN TH E SA LE (^163) ing n egative and express his suggesti ons i n t h e positive form. Th e ab ove disc ussion ...
(^164) T H E M IN D O F THE B UY E R m ean s, th e n l eave s th e oth e r p erso n to c om pl ete th e m eaning. W e migh t ill ...
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(^166) T H E M IN D O F T HE B UY E R p sych ological a nalysis like th e abo ve w oul d so on give a ba si s fo r voting th em ...
SUG GE S T I ON IN TH E SAL E^167 sion w e h ave m entioned seve ral kinds of sug ge stion : ab normal, normal, p ositive, negat ...
(^168) T H E M IN D O F TH E B UY E R fluence of suggestion s a s i s th e b uye r. Co n seque n tly i f h e wish e s to p erfor ...
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(^170) TH E M IN D O F TH E B UY E R a W orl d Wa r. I t oc c urs when th e a stute eva ngelist feel s i t p rop e r to urge hi ...
TH E P SY CH O LO G ICA L M OM E N T 1 7 1 slight opportunity, a p retense, to restore confidence to them. A t A rcola I won the ...
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