Look Closer at Buying Psychology

Creating a buying psychology in your prospect's mind has become
the focus on neuro-linguistic marketing. And top marketing firms
are now in full center of attention to utilize these surprising
new discoveries. And so are you.

Why This Breakthrough is So Important

According to Media Post, this major paradigm shift towards the
neurosciences for advertising effectiveness is an historical
event. The old methods have "expired" and the new neuro-
scientific approach is a key to the future of buyer influence.

Source:
http://www.mediapost.com/dtls_dsp_news.cfm?newsID=248821

"Zaltman, whose work is influencing the advertising plans of
Procter & Gamble, General Motors, IBM and others, said the shift
that has taken place in neuroscience over the last ten years
suggests that much of the "tacit or explicit knowledge" that
Madison Avenue has about the way consumers process advertising
"has expired.""

Not only does this ratify the neurological approach to
advertising influence but also suggests that direct brain and
nervous system influence can be achieved via the mass media. The
question to you as a marketer is?

How Can I Get Some?

How can you, as a marketer and advertiser, utilize the
discoveries from the neurosciences fields to explicitly influence
your audience? In ways that get them to buy, alter beliefs, or
program for future actions, many of these types of influence
already exist.

Vitale gives us a ringside seat in his paper "How to Control the
Command Center in Your Prospect's Brain". It only speaks to ONE
aspect, of three major systems that defines our world. But it's
perfect for understanding the neurology behind "written"
influence.

Source:
http://www.mrfire.com/0046.html

Is There an Underlying Formula?

Is there an underlying formula for the major areas of influence
that control your prospect's perceptions of the world, their
actions and beliefs? Well, actually "Yes!"

You can utilize what the BIG BOYS already know. In its simplest
form, the process for neuro-influence goes like this:

"Pace" the present >>> "Lead" the future

Simple enough? It can be applied to most everything! Eugene
Schwartz, in Breakthrough Advertising, pg 129, in the chapter on
Gradualization, "How to Make Your Prospect Believe Your Claims
Before You State Them", uses a principle of pacing your
prospect's current beliefs, and then leading them.

(Eugene's book, by the way, was selling on eBay for $900 before
Bottom Line Books re-released it.)

This pacing is also used in hypnosis, both clinical and covert.
Pacing and leading is so important to hypnotic influence, here is
what the founders of Neuro-Linguistic Programming (NLP), Grinder
and Bandler, have to say in Trance-Formations, in the chapter
about inducing hypnosis:

"Pacing and leading is a meta-pattern. It's actually a part of
every other induction we'll be teaching you." Page 43. Fact: it's
a part of practically every type of induction there is!

In short, the pace-lead formula is a primary PROCESS for
successful influence, both at the conscious and at the
unconscious levels.

Would You Like to Learn More?

From "Installing Custom Criteria" to the creation of thought
viruses in signature files, our understanding of covert influence
(thanks to the Internet) has been radically accelerated.

These techniques are being merged with the psychology of buying,
and if you are so inclined, you're invited to learn more.

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