Covert Communications - Page 3

Every Sale is Merely the Creation of Value

Posted on August 18, 2010 by Christopher Tomasulo

A sale is made at the moment the prospect’s desire for your product outweighs, in his eyes, the value of the continued possession of the amount of money involved. Bill Barnhart’s classic ideas on how a salesperson’s job is to create value in the mind of the prospect. Continue reading

Posted in Classic Salesmanship, Classics | Tagged bill barnhart, buyers mind, creating value, establishment of value, insufficent value, objections, overcoming objections, practical salesmanship, practical salesmanship barnhart, sales, sales classics, sales objections, salesmanship, state of mind, superlative selliing, superlative selling, value, W L Barnhart, williamson barnhart, williamson l barnhart, wl barnhart | 6 Comments

Frank Kern’s Character

Posted on August 17, 2010 by Christopher Tomasulo

Frank Kern went business-mano to surfboard-daddy-o in an overnight transformation that enabled him to cash in for millions of dollars. What happened and why did he create this virtual or perceptual character for himself? Read this article to understand character creation and Dr. Sulo’s concept of the Perceptual Character. Continue reading

Posted in Ad Men, Covert Marketing, Perceptual Character | Tagged acting, building trust, character creation, christopher tomasulo, copywriters board, covert marketing, creating a character, frank kern, heath ledgers, influence, irwin frank kern, kern, lords of dogtown, marcel proust, marketing, mass control, michel fortin, perceptual character, perceptual difference, perspective, persuasion, persuasion through character, propaganda, surf boards, target audience | 1 Comment

Plato’s Cave

Posted on May 17, 2010 by Christopher Tomasulo

“Behold! human beings living in a sort of underground den, which has a mouth open towards the light and reaching all across the den; they have been here from their childhood, and have their legs and necks chained so that they cannot move, and can only see before them; for the chains are arranged in such a manner as to prevent them from turning round their heads. At a distance Continue reading

Posted in Classics, Mind Control | Tagged plato, plato's cave, shadows of images, truth | Leave a comment

A Forerunner to the Wall Street Journal’s "Two Young Men" Ad

Posted on March 7, 2009 by Christopher Tomasulo

From 1999 till 2005 I ran a discussion group with many of today’s top marketers and copywriters. Not only did we exchange great ideas but also great finds. In 2003 I happened upon what seemed to be a predecessor of the “Two Young Men” ad that the WSJ has consistently used.

This ad was printed in 1919. Continue reading

Posted in Ad Men, Classic Advertisements | Tagged 1919 Ad, 2 men ad, Alexander Hamilton Institute, Bruce Barton, civil war, copywriting, copywriting history, Forging Ahead In Business, Modern Business Course, two young men, wall street journal, wall street journal 2 men ad, wsj | 1 Comment