Tag Archives: value

Cialdini Social Proof or Hotchkiss Imitative Suggestion?

In 1924 a George Burton Hotchkiss copywriting book suggests that people use social proof in ad copy but calls it “imitative suggestion”. Are imitative suggestion and social proof the same and are they a form of hypnosis? Continue reading

Posted in Cialdini, Classics, Covert Hypnosis, Covert Marketing, Covert Persuasion, Egg Head Research, George Burton Hotchkiss, Hypnosis, Hypnotic Phenomena, Imitative Suggestion, Mind Control, Persuasive Techniques, Robert Cialdini, Social Psychology | Tagged , , , , , , , , , , , , , , , , , , , | 8 Comments

Every Sale is Merely the Creation of Value

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 , , , , , , , , , , , , , , , , , , , , | 6 Comments