Tag Archives: value

Cialdini Social Proof or Hotchkiss Imitative Suggestion?

Posted on November 4, 2010 by Christopher Tomasulo

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 advertising copy, baltasar gracian, baltasar gracian y morales, cues, george burton hotchkiss, heuristics, hypnosis, hypnotic session, hypnotic trance, imitative suggestion, non-verbal suggestions, perceived value, perception of value, pricing, social proof, Stanley Milgram, suggestion, suggestion by action, value, value creation | 8 Comments

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

Tag Archives: value

Every Sale is Merely the Creation of Value

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