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Praise for

Buying Trances

“The genius of Joe Vitale has never shone brighter. This thor-
oughly documented and easy-to-read tome on Buying
Trances is the first of its kind. Vitale gives you the keys to
their minds.All you have to do is turn the keys. They said yes
to you long before you said a word ... and were begging to
buy from you shortly after you uttered your first sentences.
Buying Trancesis an exciting ride to the edge of the mind. It’s
Joe’s finest work to date.”

—Kevin Hogan,Author ofThe Psychology

of PersuasionandCovert Persuasion

“I absolutely refuse to endorse this book at all because of the
chapter on the all-time best trance inducer. I feel it is dan-
gerous and irresponsible to expose this information. Joe,
what were you thinking? If I weregoing to endorse this
book, I might say something like: This book maps market-
ing’s final frontier—the customer’s mind—and exposes
their Buying Trance. Frankly, this may be the smartest mar-
keting book ever written, yet that chapter makes it the most
dangerous book on the planet in the wrong hands. Proceed
with caution.”

—Dave Lakhani,Author ofPersuasion:

The Art of Getting What You Want

“As with all of Joe’s books, there are magical secrets dealt
out like a mad Vegas poker dealer on every page. Not only
will you learn to put people into Buying Trances with this
book, the act of reading it will putyouin one and force you
to master it.”

—Mark Joyner,Author of

The Irresistible Offer

Buying Trances A New Psychology of Sales and Marketing (4)

“Joe Vitale’s expertise in hypnotic marketing, combined with
his extensive research, challenges the reader on many different
levels. He forces you to delve deeper into the benefits of creat-
ing a buying atmosphere and a trancelike desire on the part of
your prospect. I found this an absolutely fascinating book.”

—Joseph Sugarman, President,

BluBlocker Corporation

Buying Trancesis not your run-of-the-mill marketing book.
It’s an exceptionally well-written, well-thought-out, high-
level work that gives the reader unique insights into how to
capture his/her prospect’s attention. Cutting-edge stuffthat is
a must for every serious marketer to absorb and implement.”

—Robert Ringer,Author ofTo Be or Not to

Be Intimidated?

“Once again Joe Vitale has written another masterpiece but
this surely must be his finest work! Joe’s understanding of
how and why people think and act like they do is remarkable.
By unscrambling complex ideas and explaining them in sim-
ple language he reveals how to fashion messages that will
turn people into compulsive buyers of our products and ser-
vices. Now we can take control and create the Buying Trance.
It’s a totally refreshing and very effective approach to hugely
profitable sales and marketing!”

—Winston Marsh, Veteran

Australian Marketer

“Dr. Joe Vitale has written a very informative, entertaining,
and dangerous book. By revealing the deep, secret workings of
the buyer’s mind, he makes it all too easy to analyze anyone’s
current mental and emotional state, and use that knowledge to
put prospects in a helpless Buying Trance. Whether you’re sell-
ing or buying, buy this book for your own protection.”

—Pat O’Bryan, Director, Milagro

Research Institute,

Buying Trances A New Psychology of Sales and Marketing (5)

Buying Trancesisn’t about controlling or manipulating cus-
tomers. It’s about how to get your sales message heard by the
people most likely to act on it. When your offer matches your
market’s desires, you will get their attention.

However, you’ll quickly see that Joe Vitale believes most

people in sales and marketing are stuck in a selling trance.
Without a change in focus, you’ll alienate your customers and
the competition will eat you alive.

The concepts presented in this book, once applied, will

make it easier for you to truly reach your customers—and
make the sale. I highly recommend this book to anyone in
sales or marketing. Not only is this a well-written, intelligent
book, it’s a fun read, too.”

—Bill Hibbler,

“If you want to understand how to match what your cus-
tomer is thinking about and lead them to want to buy from
you, this is a must-have book. I couldn’t put it down!
Whether I’m writing a sales letter, an e-mail to my list, or a
blog post, this book has given me quick and easy ways to
make sureI’m reaching my prospects in their trance and
bringing them into mine.As advertising overload saturates
your customers’ attention, tapping into the power of Buying
Trances not only will be sharp marketing, but it may well be-
come essential for your business’s survival.”

—Craig Perrine,

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Buying Trances

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Buying Trances

ANew Psychology

of Sales

and Marketing

Joe Vitale

John Wiley & Sons, Inc.

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Copyright © 2007 by Hypnotic Marketing, Inc.All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.

Wiley Bicentennial Logo: Richard J. Pacifico

No part of this publication may be reproduced, stored in a retrieval system, or
transmitted in any form or by any means, electronic, mechanical, photocopying,
recording, scanning, or otherwise, except as permitted under Section 107 or 108 of
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the Publisher for permission should be addressed to the Permissions Department,
John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011,
fax (201) 748-6008, or online at

Limit of Liability/Disclaimer of Warranty: While the publisher and author have
used their best efforts in preparing this book, they make no representations or
warranties with respect to the accuracy or completeness of the contents of this book
and specifically disclaim any implied warranties of merchantability or fitness for a
particular purpose. No warranty may be created or extended by sales
representatives or written sales materials. The advice and strategies contained
herein may not be suitable for your situation.You should consult with a
professional where appropriate. Neither the publisher nor author shall be liable for
any loss of profit or other commercial damages, including but not limited to special,
incidental, consequential, or other damages.

For general information on our other products and services or for technical support,
please contact our Customer Care Department within the U.S. at (800) 762-2974,
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Library of Congress Cataloging-in-Publication Data:

Vitale, Joe, 1953–

Buying trances : a new psychology of sales and marketing / Joe Vitale.

Includes bibliographical references and index.
ISBN 978–0–470–09519–5 (cloth)
1.Selling—Psychological aspects.2.Marketing—Psychological aspects.I.



Printed in the United States ofAmerica.


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To Roy Garn and Milton Erickson

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Buying Trances A New Psychology of Sales and Marketing (13)

Nothing more directly challenges status quo marketing re-
search than the emerging scientific consensus that almost all
mental activity isn’t fully conscious.

—Dan Hill,Body of Truth: Leveraging What

Consumers Can’t or Won’t Say, 2003

Ideas which have the greatest suggestive power are those pre-
sented to us by the actions of other persons. The second most
effective class is probably the ideas suggested by the words of
our companions. Advertisements that are seen frequently are
difficult to distinguish in their force from ideas which are se-
cured from the words of our friends. Advertising thus be-
comes a great social illusion.

—Walter Dill Scott,The Psychology

of Advertising, 1908

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ForewordKevin Hogan




Author’s Strange Introduction


Got Trance?


The World’s Largest Private Collection of

Hypnosis Books


The Man with the Golden Helmet


The Truth about Why People Buy


The Nude Wizard of MoneymakingAppeal


How I Discovered the Buying Trance


How to Uncover Someone’s Current Trance


The Story of the Portable Empire


Conversational Trances: The Four States of Mind


How to Handle Resistant Prospects


The 10-Second Trance Induction


Who Else Wants to Write a Headline That

Always Works?



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What Is theAll-Time Best Trance Inducer?


How to Get People to Buy VirtuallyAnything


How to Create a Magical On-the-Spot Buying Trance


The Most Important Chapter in This Entire Book


The Hypnotic Power ofAgreement


Don’t Read This Chapter


Listen to This: How to Create Buying Trances for Radio


Watch This: How to Create Buying Trances for

Television or Video


ASecret Buying Trance Induction


The Surprise Gifts:ARevealing Summary


Bonus Special Report—

The One-Sentence Persuasion Course
Blair Warren




About Dr. Joe Vitale






Buying Trances A New Psychology of Sales and Marketing (17)



uying Trances.

Three for $1,000?

Some trances are absolutely amazing.
They can take you deep inside the most passionate of

places or move you to the peaks of peaceful calm; still others
can bring you the power and perseverance you might want to
be the best at what you do.

Three for $1,000 could be a bargain.
Trances fascinate.
The moments before you fall into slumber are called the

hypnogogicstate. The moments you are waking up, unsure of
whether you are walking around or still in bed, only to be as-
sured you are still in bed, are thehypnopompicstate.

Every day you and I experience these two states. In an av-

erage person’s day there is no time that we are more suscepti-
ble to suggestion, which is why I stopped listening to the
radio in bed two decades ago.

Joe Vitale calls himself a hypnotic marketer, an appropriate

title for what he does.

Hypnotic writing?
Joe coined that phrase and I love it.
Sounds absurd when you first hear it, doesn’t it?
Isn’t hypnosis where you stare at a watch and go to sleep


Buying Trances A New Psychology of Sales and Marketing (18)

and hold your arm out for an hour while someone gives you
suggestions, after which you remember nothing?

Certainly that could be one kind of trance or one trancelike

state (not a great state for buying products and services,

Hypnotic writing.
Lewis Carroll wrote perhaps the single most powerful

piece of hypnotic writing in history:Alice’s Adventures In

Have you read that recently?
May I suggest what the power of the mind can do ... and

the power of a trance? Please grab a copy off your bookshelf
and simply read the first 15 pages or so.

Alice sees a rabbit. He carries a watch. He goes into a hole.
She follows.
She gets tall and small.
She gets wide and thin.
She has adventures that she never wanted but would have

a story to tell for life. I promise you—read the first 15 pages or
so and you will be in one of the most surprisingly focused
trances you’ll ever experience.

Someone can tap you on the shoulder and call your name,

but you won’t be aware that anyone is there because you are
in Lewis Carroll’s world, and will come out of it only whenhe
says it’s time.

And you can learn to write in such a way that causes peo-

ple tostop, forget what they were just thinking, turn off the
lights, put an X on the piece of paper in front of them, hold it
up to the moonlight, hear the crickets, and see the shadows
extending across the landscape.

And it’s important to get people tostopwhat they were do-

ing and bring them to your landscape after you’ve been in
their minds, because you can’t sell to them if you don’t turn
off the trance they’re in and bring them into yours.



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The recentWar of the Worldsmovie with Tom Cruise isn’t

scary at all unless you have watched the first 15 minutes dur-
ing which you see that everything is normal in NewYork.
Dad plays catch with his irritable teenage son and there is
tension between them as there is in anyone’s family; the little
girl ... well, she almost gets lost in Dad’s house because it’s
such a mess. Thenstop... the earth opens up.

And that is where you are taken from your trance, normal

life in NewYork, and put into Steven Spielberg’s trance, the
invasion of the planet.

There are two fundamental ways to move people out of

their trances.

One is to get into their landscape, show them you under-

stand their world, show them you can live in their world, and
show them you empathize with their problems (you could
write the book), and then, once you have them captured,
boom! you invade the earth.

The other is to simply cause brief single-second confusion

for the person.

You do this by accident every day.You are walking to the

den or the living room and you forget why.You look around.
People stare at you and you look silly because you can’t even
venture a guess as to why you left that other room.

Of course, you go back to your room or office, sit down,

and are instantly back in your world—you remember exactly
what you were going out for.

But what got you sidetracked?
Maybe someone’s tie wasn’t straight.
Maybe you saw a paycheck on someone’s desk or a maga-

zine lying on the floor. Whatever it was, you didn’t in any way
anticipate it and it took you from your trance to their trance.

In hypnosis it’s called aconfusion technique.
My research shows that if you confuse people for just a

moment and bring them into your trance, you can capture



Buying Trances A New Psychology of Sales and Marketing (20)

their minds. But once they are confused you have only sec-
onds to capture their attention, or all is lost and they will re-
turn to their own trances.

RememberAlice in Wonderland?
It seems like such a long time ago!
Because since we talked aboutAlice, we’ve been invaded

by aliens and seen someone’s goofy tie and someone’s pay-
check. We’ve done a lot of traveling in our minds. Walking
from room to room, talking to kids—all that stuff gives the
brain the illusion of time, making it seem long ago that we
were talking aboutAlice, but it wasn’t. It was only five min-
utes. It seems like hours, and conversely, sometimes in
trances hours seem like minutes.

But I’ll leave all of that for Joe Vitale.
Buying Tranceswill help you understand how people think

so you can help people buy—from you.

—Kevin Hogan

Eagan, Minnesota
September 2006



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n author writes a book alone but is heavily influ-
enced by family, friends, peers, strangers, and

other authors. I want to thank everyone involved in creating
this book. Nerissa, my love, is my main support person, do-
mestic partner, and best friend. Matt Holt and my friends at
John Wiley & Sons are terrific people to know and work with.
Blair Warren and David Deutsch are best friends and lovers
of books. Suzanne Burns is my key assistant and publicist,
and a positive influence in my life. Kevin Hogan helped me
become a better hypnotist. David Garfinkel, Mark Joyner,
and everyone in my mastermind group, including Jillian
Coleman-Wheeler, Cindy Cashman, Craig Perrine, Pat
O’Bryan, Bill Hibbler, and Nerissa Oden, supported me in
this project. Thank you, one and all.


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Author’s Strange


ast night, friends came over for dinner.Victoria, a
writer who publishes a local newspaper, asked

what I was working on these days.

“I’ve got several books I’m writing or promoting at any

one time,” I replied. “There’s also my fitness program, my
membership program, the nutritional supplement formulas
I’ve invested in and am promoting, my travels, my clients,
and lots more.”

“What’s the book you’re writing currently?” she asked.
“It’s calledBuying Trances,” I answered. “It’s about a new

psychology of sales and marketing.”

Her eyes lit up with interest. Her husband, sitting beside

her, didn’t say anything. Victoria, looking captivated, asked
the obvious next question: “What’s a buying trance?”

I paused to collect my thoughts and then said, “Everyone

is already in a trance. People are thinking about their prob-
lems and their dreams. They aren’t thinking about you and
what you want to sell to them. This isn’t negative. They are
simply preoccupied with their lives. In order to make a sale
today, you have to meet them in their current trances, then
guide them to what you want them to focus on, which is your


Buying Trances A New Psychology of Sales and Marketing (24)

product or service. If you don’t meet them where they are in
their heads, they’ll never hear you, let alone buy from you.”

“So you need to find out what’s on their minds before you

try to persuade them?” Victoria offered.

That, in essence, is the definition of a Buying Trance. It’s

meeting peoplewhere they arebefore you take themwhere you
want them to go
. It’s the difference between a sideshow barker
yelling for people to “Step right up!” and buy his product and
you treating them as friends you care about and want to help.
The former is going for a quick sale; the latter is going for a
profitable long-term relationship. This book is about the latter.

Now, stop and reflect on the unspoken elements of the pre-

ceding story.

Victoria is a newspaper publisher. She is naturally inter-

ested in books and words. Her question came from her ex-
isting “trance” and my answer spoke to that existing
mental state. Had I not addressed her question, or had I in-
stead talked about my nutritional supplement company,
she might have lost interest, fogged out, and never heard a
word I said.

And note that her husband, sitting at the same table, didn’t

show much interest in the conversation. He was polite and
looked attentive, but he was not involved. He’s into bike
riding, video production, and health. Had I talked about
any of those subjects, he would have leaned forward and
asked a lot of questions. He wasn’t in a Buying Trance. His
wife was.

Your readers, prospects, customers, and clients are all like

this. When your sales and marketing reaches them, it arrives
whenthey aren’t there. They may be present physically, but not
mentally. In their minds, they are preoccupied with their
lives.You may be granted about10 secondsto make your case.
If you don’t connect to their trance or bring them out of their
trance in those precious 10 seconds, the chances for a sale are
next to none.


Author’s Strange Introduction

Buying Trances A New Psychology of Sales and Marketing (25)

This book is intended to help you discover how to better

communicate with people, so that your sales messages are
heard and acted on.You’ll find that little things will make a
difference. For example, look at the title of this introduction.
By adding the wordstrange, I made a simple introduction
much more, well, hypnotic. While most readers skip intro-
ductions to get right to the meat of a book, chances are very
high you stopped to read this one, all because of an added
word that broke your existing trance.

This is where the world of the Buying Trance begins.
As you proceed through this book, here are a few ideas and

questions to allow into your awareness:

•What would your sales and marketing be like if you

found yourself understanding Buying Trances and natu-
rally using them in your business?

•You don’t have to use the Buying Trance right away; it’s

only important that you are open to the idea of using it

•What would it be like if you allowed your use of the

Buying Trance to evolve naturally, easily, and quickly?

•If you were to understand how powerful the Buying

Trance is, how much more would you enjoy reading this

•You might notice how a single word can define your

focus, as well as that of your prospect, customer, or

•Just pretend for a moment that you’re the kind of person

who can easily master this information and become
good at using the Buying Trance.

•I know you are wondering what all of this has to do with

sales and marketing, and that’s a good thing to wonder.

•When you find yourself using the Buying Trance natu-

rally, will you be really surprised or just delighted?

Author’s Strange Introduction


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Whatever your answers or thoughts at this point in time, just

pretend that all of it is moving you in the direction of more
sales, more fun, and longer and moreprofitable relationships.

As you relax into your chair, alert yet calm, let’s begin.

—Dr.Joe Vitale

Austin, Texas
September 2006


Author’s Strange Introduction

Buying Trances A New Psychology of Sales and Marketing (27)

Buying Trances

Buying Trances A New Psychology of Sales and Marketing (28)

Buying Trances A New Psychology of Sales and Marketing (29)







re you reading these words right now?

That question isn’t as obvious as it may first


You may be looking at this page, but chances are very good

that a part of your mind is wandering, or is about to wander.
You might be thinking about your next meal, next appoint-
ment, next book, next sale, or any number of things.

In essence, you are in a trance.Your mind is focused on

these words, but if I write the wrong word or phrase and acti-
vate a new mental process within you, your mind may run
off in a new direction.You may put this book down and not
complete this page, let alone this chapter. It all depends on
what I trigger within you.

Now, stop and consider:
As you read the preceding paragraphs, did your mind in

fact wander off?

When I mentioned your next meal, did your stomach begin

to grumble?

When I mentioned your next appointment, did you glance

at your watch?


Buying Trances A New Psychology of Sales and Marketing (30)

When I mentioned your next book, did you think of other

books you want to read?

I’ve been very careful not to suggest anything outright

stimulating. If I did, your mindwouldwander off.As it is,
even with the innocent triggers I’ve listed, I bet your mind
still left the page at least a few times.

This little exercise should give you a small sense of what

your own prospective customers are going through as you
talk to them or ask them to read a letter or e-mail from you or
visit your web site. They are preoccupied. They are thinking
of themselves and their interests.

They are in a trance.


The trance people are in isn’t asomnambulisticone, during
which they are deep asleep but conscious of spoken words.
It’s more of awaking trance, during which they are alert and
aware; their eyes are open, but their minds are focused on
something other than what is right in front of them.

The termwaking trancewas coined in 1924 by Wesley Wells.

In my recent book,Hypnotic Writing, I defined it this way: “A
waking trance is a concentration of attention.You are focused
on something before you, to the exclusion of virtually all else.
Whenever you read a fascinating book, you are engaged in a
mild trance. Because your eyes are open, this state is called a
waking trance.”

Everyday waking trances are common. They help us get

through the day. When you have a long drive to make, so-
called highway hypnosis slides in and you safely drive, but
you aren’t totally aware of time. When you read a good book,
your mind focuses on it and, at least for a while, you forget
the world around you. When you are in a conversation with
someone, you are somewhat focused on them but mostly fo-
cused on your next words or point.

You’ve experienced those trance states. However, few


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (31)

people realize that most of their life is spent in a trance of one
form or another.

•Stephen Wolinsky writes, inTrances People Live: “Trances

are often a necessary means of surviving and negotiating
the physical universe. They are like tunnels you walk
through in order to maneuver and focus in the world.”

•Stephen Gilligan writes, inTherapeutic Trances: “Trance

experiences are not divorced from a person’s normal
patterns of functioning.”

•Roger Straus writes, inCreative Self-Hypnosis: “We are all

walking around in something like a trance, sleepwalking
through our lives, following what amounts to a set of
‘post-natal suggestions’ to be a certain kind of person
and to think and behave in a certain way.”

•According to Ronald Havens’The Wisdom of Milton H. Er-

ickson, the legendary hypnotherapist once said, “Trance is
a common experience.Afootball fan watching a game on
TV is awake to the game but is not awake to his body sit-
ting in the chair or his wife calling him to dinner.”

Almost no one in business understands that unless you

merge with and lead the existing trance of your customers,
your chances for a sale are slim to none. This book is about
awakening you from the trance most businesspeople are in
and putting you into a new trance: one in which you are in

This may be confusing. But as I pointed out in my bookThe

Attractor Factor, confusion is that wonderful state right before
clarity. Confusion itself is a trance. Clarity is another one.

This book is about awakening from trances.


Atrance is defined as any condition where the focus of atten-
tion is narrowed. This is why so many traditionally trained

Got Trance?


Buying Trances A New Psychology of Sales and Marketing (32)

hypnotists ask their subjects or patients to focus on some-
thing specific, such as a candle flame, a point on the wall, a
swinging watch, or even just a finger. This focusing of atten-
tion, a characteristic of the trance state, is a way to actually in-
duce a trance.

You can do this with words spoken or written. My book

Hypnotic Writingexplains how to use words to seduce people
into paying attention and then paying for your product or
service. Words can lead people into a waking trance state. For
the purposes of this book, we will use words to lead people
into what I call a Buying Trance.

The Buying Trance is a focusing of attention on what a per-

son will get from your product or service.As long as you focus
their attention ontheirneeds, you can keep people in a Buying
Trance. But this is easier said than done. The average person in
business is focused on his or her own needs: to make a sale.
She or he is stuck in asellingtrance, which doesn’t put anyone
in abuyingtrance. The difference is dramatic.

I’m calling this procedure a new psychology of sales and

marketing because it is a breakthrough in the psychology of
selling. Modern psychology hasn’t been around more than
150 years, according to James Goodwin in his book,AHistory
of Modern Psychology
. Business psychology is even younger.

The first popular psychologist in the business arena was

Walter Dill Scott. He wrote many books, beginning in 1903
withThe Theory of Advertising. Scott said consumers were not
rational decision makers and could be influenced by sugges-
tion and emotion. He scratched the surface of how to begin a
Buying Trance, though he never used that term. Still, Scott
was strongly influenced in his view of suggestion by the
work of H. Bernheim on hypnosis, especially by the 1889
book,Suggestive Therapeutics: ATreatise on the Nature and Uses
of Hypnotism

My own work in sales and marketing has been influenced

by hypnotists and hypnotherapists. Knowing how the hu-


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (33)

man mind works better enables any marketer to produce
more focused, memorable, and practical messages. Since the
average person is bombarded with an estimated two to three
thousand selling messages per day, most of which they never
remember or remember incorrectly, business needs a better
way to grab and hold attention. Using principles of hypnosis
in selling can help create that Buying Trance, where your
chances of making more sales increase.

In this book you’ll learn how to create a Buying Trance

that serves your customers.You won’t be able to control or
manipulate them, but you will be able to get your message
heard by your target audience. When your message is a
match to what your audience needs or wants, you’ll find that
they perk up and focus on you, which is the essence of wak-
ing hypnosis.

Keep an open mind.You’re about to discover a break-

through—a powerful new tool for increasing your results in
all your sales and marketing.


Why is knowing how to put people into a Buying Trance

The answer should be obvious:You’ve got competition.

Some of it is from unscrupulous advertisers and marketers;
some of it is from people who aren’t even in your business;
and lots of it is from businesses that are simply cluttering
the marketplace with their messages, most of which fall on
deaf ears.

I tried to get a firm number as to how many sales and mar-

keting messages the average person hears or sees in one day.
The numbers I found are conflicting, but seem to average
about 3,000 per day. For example:

•Tony Rubleski, in his book,Mind Capture, says we are hit

by 1,500 messages per day.

Got Trance?


Buying Trances A New Psychology of Sales and Marketing (34)

•MikeAdams, in his booklet,The Real Safety Guide to Pro-

tecting Against Advertisers, Marketers and Big Business Pro-
, says we are exposed to more than 3,000
commercial messages a day.

Some of my other research revealed the following:

The average person today is exposed to never-ending deluge of
1,700 marketing messages during a single 24-hour period. Look
around you; we marketers have pasted integrated, injected,
and/or overlaid advertising in any possible place imaginable!
Case in point: NBC will start to digitally insert commercial “bill-
boards” into advertising content to be broadcast during the Win-
ter Olympics—in essence a commercial within a commercial.

According to a recent consumer expenditure survey, households
spend $4 trillion per year. It’s estimated that $236 billion will be
spent this year in the United States on print, radio, online, and
broadcast advertising to get a piece of this market. The result is
sensory bombardment. It is also estimated that eachAmerican is
exposed to well over 2,500 advertising messages per day, and
that children see over 50,000 TV commercials a year. In our view,
as many as one-quarter of all these ads are deliberately decep-
tive. Increasingly, the family of businesses that advertise is not
one you should be proud to be associated with.


An effective marketing plan can help you cut through the clutter.
Did you know the average adult is hit with 3,000 marketing mes-
sages per day? How do you know your message is getting
through and, more importantly, your message is getting to the
right person?Amarketing plan will let you answer these ques-
tions with confidence an a sense of satisfaction.

Advertising has long been a sort of black art with a murky ROI
[return on investment] and for a simple reason. Clients rarely


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (35)

know for sure who sees their ads, let alone whether the ads influ-
ence anyone. Even though companies spend a third of a trillion
dollars a year on advertising, those ads often end up being irrele-
vant to the people who see them. On average,Americans are
subject to some 3,000 essentially random pitches per day. Two-
thirds of people surveyed in aYankelovich Partners study said
they feel “constantly bombarded” by ads, and 59% said the ads
they see have little or no relevance to them. No wonder so many
people dislike and ignore advertising, and so many business
owners feel gun-shy about investing in serious campaigns.

Your potential customers are being hammered with marketing
messages through the day and night. One statistic I heard was
that we now experience3,000 different marketing messages in an av-
erage day
(from slogans, jingles, spam, e-mails, billboards, direct
mail, image advertising, branding campaigns, etc.)



Consumers and business-to-business clients have distinct prefer-
ences in how they prefer their communications.And when peo-
ple are bombarded with over 3,000 messages daily, yours can
easily get lost in a sea of messaging in a variety of channels.

Believe it or not, The Million Dollar Homepage is sold out. Most
of the ads are tiny (the minimum was a 100-pixel ad), so the re-
sult is a visual cacophony of banner ads like none you have ever
seen. If it’s true that the averageAmerican is exposed to 5,000 ad-
vertising and promotional messages per day, you can get your
minimum daily requirement just by going to The Million Dollar
Homepage every morning.

As should be painfully clear by now, the number of

messages in the marketplace is overwhelming.Although
you may have a product or service worth gold, your target

Got Trance?


Buying Trances A New Psychology of Sales and Marketing (36)

audience may never hear about it unless you utilize some
new tools, such as the Buying Trance.


Even if you disregard the number of marketing messages
that are shot at people all day long, there’s also the reality
that people are tuning out those messages. They’re not lis-
tening to you!

Your audience is fed up with marketing. They’ve had

it. They’ll do almost anything to turn off the advertising or
block it. Toprove this, here are some facts from theYankelovich
Partners research on advertising and marketing:

•Some 60 percent of consumers have a much more nega-

tive opinion of marketing and advertising now than they
did a few years ago.

•Just 61 percent feel the amount of marketing and adver-

tising is out of control.

•About 65 percent feel constantly bombarded with too

much marketing and advertising.

•Of consumers polled, 53 percent said that spam had

turned them off to all forms of marketing and advertising.

•Of consumers polled, 36 percent said that the shopping

experience is less enjoyable because of pressure to buy.

•About 53 percent said that, for the most part, marketing

and advertising do not help them shop better.

•Some 59 percent feel that most marketing and advertis-

ing has very little relevance to them.

•Just 64 percent are concerned about practices and mo-

tives of marketers and advertisers.

•About 61 percent feel that marketers and advertisers

don’t treat consumers with respect.

•Some 65 percent think there should be more limits and

regulations on marketing and advertising.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (37)

•About 69 percent are interested in products and services

that would help them skip or block marketing.

•Just 33 percent would be willing to have a slightly lower

standard of living to live in a society without marketing
and advertising.

Those statistics should jar you. Have no fear, though: There

is a better way to reach your customers and clients—it’s
called the Buying Trance.


Afew weeks ago I was stuck at the San Jose, California, air-
port, waiting for the airline to find a safe plane to get me back
home to Texas.

I sat there for nine hours.
While a lot of other passengers kicked and moaned and

otherwise had fits, I and maybe a dozen others went with the
flow. I used the downtime to write, read, and relax. One of
the books I had stuffed into my bag was good for my mind,
was a delight to read, taught me a few things, and prompted
me to write this section.

According to Richard Restak, inThe New Brain: How the

Modern Age Is Rewiring Your Mind, your brain is plastic.You
can teach your brain new tricks, skills, languages, and more
with repetition, intention, awareness, and patience. He says
there is a 10-year rule stating that virtually anyone can be-
come a genius—or at least a superior performer—in a niche if
they apply themselves in that area for a decade.

As I think about how I became an author, then a copy-

writer, then a publicist, then a speaker, and then an Internet
marketer, I can see I spent decades learning those subjects
and honing my skills. I read books, studied authors, bought
courses, and invested in weekend seminars and trainings. I
put myself through a relentless and disciplined self-study
and home-study quest to learn and grow.

Got Trance?


Buying Trances A New Psychology of Sales and Marketing (38)

I still do this today. I was stuck at the San Jose airport be-

cause I had flown there to attend a weekend seminar.And,
just the weekend before, I held the world’s first Manifestation
Weekend (, where already
successful people came from all over the world to see how
much more successful they could be.

The point: If you want to become a better salesperson, or

marketer, or copywriter, or author, or speaker, or anything
else, you should expect to invest time, energy, and money to
learn the craft.You should expect it to take longer than a
weekend. Youcanstartthe process in a moment, with a deci-
sion, and you can see progress very quickly, but mastery will
take a little longer.

Maybe even 10 years.
But if you don’tstart now, where will you be in 10 years?


Carol Dweck, in her wonderful book,Mindset: The New Psy-
chology of Success
, explains that there are two perspectives to
growth in your life: a fixed mind-set and a growth mind-set.

The fixed mind-set is where you decide you cannot learn

anything new in an area, no matter how much you try.Your
ability isfixed.

The growth mind-set, in contrast, is one whereby you feel

you can learn with enough energy, focus, time, and commit-
ment.Your ability is flexible.You are able togrow.

When I read Dweck’s book, I thought about the world of

marketing. In that area, I have a growth mind-set. I feel I can
learn new things with guidance and effort. In other areas I
had a fixed mind-set. When it came to performing magic for
others, for example, I felt my skills were fixed at a poor level.
Even though I love magic, am on the board of the local magic
group, and am a lifetime member of a famous magic organi-
zation, I felt my performing skills were fixed.After reading
Dweck’s book, I decided that was not true. I awoke to the fact


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (39)

that I can learn anything, even how to perform magic, if I fo-
cus on it and work at it. Today, I perform magic for anyone
who asks, and sometimes for those who don’t ask.

The same concept holds true in my professional career

when it came to direct selling.At one point I had a fixed
mind-set about my ability to deal with powerful people. I
was intimated by them.As I changed that old mind-set to a
growth mind-set, I’ve been able to deal with the offices of
such tycoons as Donald Trump, Sir Richard Branson, and
Kenneth Feld.

As you read this book, I encourage you to come from a

growth mind-set.Although some of the concepts may be new
to you, that doesn’t mean you can’t implement them. It sim-
ply means they are new to you. Nothing more.

When I first started to learn how to play the harmonica, I

thought it was impossible to get air through a single tiny
hole.Anyone can blow air throughallthose holes, but
narrowing the air flow to a single controlled note seemed
impossible. I almost gave up numerous times. I felt my
skills were fixed: I was not a harmonica player. It was not in
the cards.

But I persisted. Over time, I gained the ability to control

my air and direct my breathing. Today I can play virtually
anything on the harmonica, from blues to classical music. To-
day it seems natural. In the beginning, however, it seemed

When I first began to learn new languages, such as Ital-

ian and Hawaiian, I found the new words to be stagger-
ingly difficult. I felt I would never retrain my mind. But by
adopting a growth mind-set, by realizing I could learn any-
thing with time and persistence, I was able to learn conver-
sational Italian in time for a trip to Italy, and I’m still
learning Hawaiian.

Advises Dweck, “Picture your brain forming new connec-

tions as you meet the challenge and learn. Keep on going.”

Got Trance?


Buying Trances A New Psychology of Sales and Marketing (40)

As you practice what you’ll learn here, the entire process

will become easier and easier.And then, one day, it will be
second nature to you. It all begins with your mind-set.

SteveAndreas, in his two-volume work,Six Blind Ele-

phants, says, “It is one thing to realize that the beginning
stages of learning are often inevitably difficult and uncom-
fortable. It is quite another to use that discomfort as a reason
not to learn anything new.”

In other words, stay open-minded. Just relax and read. I’ll

make the learning process easy for you. In this book I will use
hypnotic techniques to help you absorb this information at an
accelerated rate.You may or may not notice these methods at
work. If you’re familiar with my earlier works, you may be
onto my hidden methods. But know that this book is de-
signed to speed up your learning so you can cut the 10-year
training rule down to an almost instant improvement.

And now, when you’re ready, let’s go into our first trance.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (41)

















ne day I checked my e-mail and found a brief
note from someone called Stage Hypnotist Si-

mone. I had never heard of him before. His e-mail was only
two or three lines with a link. His message said, “Hi Joe. I’m
selling my entire private collection of hypnosis books—
about a half a ton worth—that I paid $30,000 to build. Go
look at my eBay listing and tell your hypnotist friends to go
look, too.”

I instantly was curious. I went to the site, read over the

brief description, and looked at the photo of the wall of
books, magazines, and gadgets. The “buy it now” button
on eBay was set for $8,000. I could bid a lower amount for
the collection and I might win it, or I could click on the
“buy it now” button and get it for $8,000. Even though


Buying Trances A New Psychology of Sales and Marketing (42)

there was no inventory listed for the collection, and the pic-
ture didn’t give enough detail for me to even guess what I
would be buying, I quickly e-mailed the seller and asked if
we could talk.

He almost instantly replied back. Within seconds after that,

we were on the phone.

“I’m a big fan of yours,” he told me. “I have all of your

books. I’ve followed your career online. I know you’re a hy-
brid of marketing and hypnosis.”

I immediately liked the guy.
“I know your coauthor, Bill Hibbler, too,” he went on to

say. Bill and I collaborated on the bookMeet and Grow Rich.
“I’ve talked to Bill in the past and admire his work, too.”

We discussed the collection he was selling. He pointed

out that much of the material was very old and no doubt
now in the public domain. Some of the books sold on auc-
tion sites such as eBay sell for $300 a copy. He also had old
magazines, signed books and letters from famed hypnotists,
and much more.

We had a friendly conversation about hypnosis and

magic that lasted only a few minutes before I decided to cut
to the chase.

I probed to find out what he would accept for his collec-

tion. I still didn’t know with any accuracy what was in the
half ton of old books, but by now I was sold on them. I’m a
collector, I’m a hypnotist, and this enormous collection
would surely hold some gems for me. So I offered $5,000.
Stage Hypnotist Simone—which is indeed his real name—
asked for $6,000. I agreed.

Now stop and consider what happened here:
I got an e-mail from a complete stranger and less than 30

minutes later was agreeing to send him $6,000 for a collection
of books I hadn’t even seen an inventory of.

How did that happen?
The short answer is this: I went into a Buying Trance.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (43)

Let’s examine how that happened:


I received an e-mail about hypnosis books. That got my
attention (an important first step in creating a trance) be-
cause I’m obviously interested in the subject.


The actual e-mail was addressed to me personally, and
not to “Dear Friend.” Deepening rapport is a guaran-
teed way to induce a trance.Aperson’s own name is
very commanding and attention-getting.


The eBay listing, while skimpy on details, spoke to my
key interests: books, magic, hypnosis, hypnotherapy. If
you were to do a Google search of my brain, those
would be the keywords to light up my neurons.


When we spoke on the phone, my trance state stayed
deep because Stage Hypnotist Simone stroked my ego
and again stayed focused on me and my desires.


He also mentioned such facts as some of the material be-
ing out of print and in the public domain, which would
interest me because of my entrepreneurial activity of
publishing old books and courses online.

In short, the entire experience, brief as it was, clearly

demonstrated a Buying Trance at work.

Before you let yourself get too critical of this true story,

consider instead how you can create this type of experience
in the people you want to sell your products or service. It can
be as easy as what happened with me and a complete

Let’s find out how.

The World’s Largest Private Collection of Hypnosis Books


Buying Trances A New Psychology of Sales and Marketing (44)

Buying Trances A New Psychology of Sales and Marketing (45)











was watching an unusual documentary one night
about belief. It was calledMana: Beyond Belief. It fo-

cused on people, places, cultures, and rituals from around the
world. It showed followers of Elvis, believers in the Shroud
of Turin, cherry blossom festivals in Japan, unnerving rituals
inAfrica, a man in India installing a new computer by bless-
ing it, and much more. Pretty fascinating.

At one point the movie revealed the behind-the-scenes

story of a famous painting, thought to be by Rembrandt,
calledThe Man with the Golden Helmet.According to the film,
the painting was so popular people would crowd the gallery
room, three rows deep, straining to get just a peek at it.Ad-
vertisers used the image to sell products. The masterpiece be-
came famous worldwide.

But then a group of researchers painstakingly analyzed the


Buying Trances A New Psychology of Sales and Marketing (46)

painting. They finally concluded the work was not by Rem-
brandt at all, and could not have been.

Suddenly the crowds dwindled. No one cared about the

man with the golden helmet. While the painting still hangs
in a gallery in Germany, few pay any attention to it. It’s still
the same piece of art. Reproductions of it are still sold
around the world.

But now the original doesn’t draw a crowd.


Years ago a friend of mine who produces a nationally syndi-
cated television show walked into his boss’s office and
dropped a book on the desk. He wanted to make a point. But
he didn’t say a word. He just stood there.

“What’s this?” his boss asked.
“I can see that,” his boss replied. “What about it?”
“Do you want to read it?”
“Not without knowing something about it,” his boss


“Yeah, that’s the point,” my friend said, and he walked


What did he mean?
What was his point?


In one of my latest books,The Attractor Factor, I recount the
story of Srully Blotnick, an author and researcher of many
best-selling books. Dr. Blotnick often wrote about a study
done proving that people who follow their dreams make
more money than those who pursue money. It’s a fascinating
report. It’s inspiring. It’s one of the favorite sections in my
own book.

But the story, I’m told now, is a myth.


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Buying Trances A New Psychology of Sales and Marketing (47)

Apparently Blotnick never did the research.
According to Susan Faludi, author ofBacklash: The Unde-

clared War Against American Women, although Blotnick wrote
several respected books and they were all published by rep-
utable publishers, and he even wrote a column forForbes
magazine for 10 years, he was later found to be a fraud.

Those who read about his work today but who don’t know

the punch line are inspired to pursue their dreams, just like
the people in his supposed study.

But those who read his work today and know of his later

debunking don’t feel so inspired.

Why is that?
Before I start to unravel this apparent contradiction of mes-

merizing stories, let me share one more with you.


In a book I read a while back calledBig Fat Liars, author Mor-
ris Chafetz recounts the story of a book that awakened
everyone to the true story behind the supposed gun culture
in the United States. The book,Arming America, claimed to
use probate records to prove that prior to 1850 fewer than 10
percent ofAmericans owned guns, and fully half of those
guns didn’t work.

The book was a major hit. Scholars praised the book. Co-

lumbia University gave the author the prestigious Bancroft
Prize for History. Chicago’s Newberry Library awarded the
author a $30,000 fellowship. The applause continued until
one day someone questioned the author’s research.

According toBig Fat Liars, the author ofArming America

had fabricated his research. When confronted, he said his
notes from probate records had been destroyed in a flood. He
couldn’t prove his claims. When backed into a corner by in-
vestigators, he kept changing his story. Ultimately, his Ban-
croft Prize was withdrawn. His book died, too.

What happened?

The Man with the Golden Helmet


Buying Trances A New Psychology of Sales and Marketing (48)

What’s the theme within all of the preceding stories,


Before you leap ahead, stop and describe what you think is

going on in these stories:







Brace yourself. What I’m about to tell you may be the greatest
marketing lesson of all time.

It ties into my often-stated belief that “Most of marketing is


Yes, you need a good product.
Yes, you need to fulfill your promises to people.
But what will influence people more than anything else—in

their purchasing and in their satisfaction—is theirperception.

Consider the following:

•Rembrandt’s painting was perceived to be great while it

was perceived to be by Rembrandt.As soon as it was
discovered to be a fake, interest dropped. It was no
longer perceived as valuable, even though it’s a master-
ful painting and still hangs in an art gallery.

•My friend could not get his boss to read the book he

brought him because there was no framing for the book.
It was simply “a book,” something unknown, so there
was no perception of any real value.

•The gun control book was perceived as a breakthrough

as long as people perceived the research was truthful.As


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (49)

soon as it was revealed to be a hoax, the book and author
lost all respect, and sales dropped.

•Blotnick’s work was respected and popularized by

many, including me, until it was discovered that he may
have fabricated his studies.As a result, perception of
him went from holy to humbug.

Are you beginning to grasp the secret?
Are you beginning to see a pattern here?
Perceptions control how people respond to anything, and

their perceptions are largely controlled by others.

Who controls their perceptions?
Need I answer that?
Well, maybe I do.
So let’s continue.
When you walk into a grocery store and choose one brand

of toothpaste over another, the pretty packaging is only part
of what activates your decision to buy. The rest was pro-
grammed into your mind over time through advertising and
publicity, the strong arms of marketing that you rarely paid
conscious attention to, causing you to create a perception.
That perception created the urge to buy (or not).

Who’s in control here?
Who’s pulling the strings to make us buy?
Who’s the wizard behind the curtain, anyway?
Could it be—you?


What I’m suggesting is that people are—let’s be blunt—

They are not awake.
Yes, their eyes are open.
Yes, they can think.
But the vast majority of their actions are stemming from

unconscious motivations. Eventheydon’t know why they do

The Man with the Golden Helmet


Buying Trances A New Psychology of Sales and Marketing (50)

what they do.Ask them and they’ll give you a reason, but it’s
rarely the accurate one.

Hypnotists know this. Put someone into a trance and plant

the suggestion to open a window when the phone rings. Tell
them to forget that the suggestion was installed but to act on
it. When the phone rings, they’ll do as you suggested.Ask
them why they did it, and they’ll rationalize their behavior,
saying something such as, “I suddenly felt warm.”

The real reason they acted will be hidden from even them!
I don’t mean this to sound negative. I mean it to be realistic.
Clotaire Rapaille gives another example in his book,The

Culture Code. He says the nineteenth-century scientist Jean-
Martin Charcot hypnotized a person, handed her an um-
brella, and asked her to open it. He then awakened her. She
was surprised to see the object in her hand. Charcot asked
why she had an open umbrella indoors. The woman was baf-
fled. But all she could think to say was, “It was raining.” The
woman was not stupid. She simply had to justify what she
did insomeway.

Rapaille writes, “Even the most self-examining of us are

rarely in close contact with our subconscious. We have little
interaction with this powerful force that drives so many of
our actions. Therefore, we give answers to questions that
sound logical and are even what the questioner expected, but
which don’t reveal the unconscious forces that precondi-
tioned our feelings.”

The branch of psychology that deals with cognitive behav-

ior states that people act because of their thinking processes,
which of course involves their perceptions. My argument is
that someoneotherthan the person thinking is creating most
of those perceptions. In a real way, marketing is the hypnotist
and the consumers are the subjects.

This is why we need to understand public relations, mar-

keting, and advertising. These fields are used not just to influ-
ence perception, but to actually create it.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (51)

This chapter is simply an introduction to the concept of

mind control through intentional marketing. This is all about
putting people into what I call a Buying Trance. That’s what
you’ll learn about in this book, the first ever written on this
new psychology of sales and marketing.

Before I end this chapter and dive into the meat of this

book, let me be sure you understand what I’m saying here.

Let’s cut to the chase:


Here’s a working theory to get started:

How you frame, position, or explain your product or ser-

vice will determine how people perceive it. How they per-
ceive it will determine what they do.

Let me repeat that:

How you frame, position, or explain your product or ser-

vice will determine how people perceive it. How they per-
ceive it will determine what they do.

Your marketing creates a type of Buying Trance that people

fall into (as long as they trust you) and will stay in until
something shakes them awake.

Please don’t think this is obvious. I’ve been involved in

marketing almost 30 years. I’ve taken part in everything from
infomercials to radio spots to direct mail campaigns to Inter-
net breakthroughs. I’m considered the father of hypnotic
writing and hypnotic marketing, and wrote books on both
subjects. I’ve taught thousands of people how to get results
through their marketing. I’ve written more books than I care
to list. I’ve recorded audio programs, taught seminars, held
events, and even have my own Executive Mentoring Pro-
gram and Hypnotic Gold, my own membership program.
I’ve spent half a lifetime learning, teaching, and practicing

The Man with the Golden Helmet


Buying Trances A New Psychology of Sales and Marketing (52)

Yet I’m constantly surprised when people overlook such

basic and obvious things as having a business card or putting
their contact information on a sales letter. Just the other day
someone sent me an 11-page letter and ended it by asking me
to call them.

But they left off their phone number!
So don’t thinkanyof this is obvious.
Instead, look for ways to use these insights today to build

your own empire.

After all, aren’tyouawake while everyone else is asleep?


Let me give you one final example.

When I was ready to turn in one of my earlier books,Life’s

Missing Instruction Manual: The Guidebook You Should Have
Been Given at Birth
, to my publisher, I wanted to put the edi-
tors into a Buying Trance.

Most publishers are typically conservative and short-

sighted. They can’t guess what the public will want and are
fearful about taking risks. Rather than turning in a cold
manuscript—much like my friend and the book he dropped
on his boss’s desk—I decided to turn in a manuscript with a
dozen endorsements in front of it. So I wrote to some peo-
ple, asked them to look at the manuscript, and collected
their testimonials.

Obviously, those early positive reviews will put the

editors into a type ofpositive expectancy—a trance where
they are more likely to look at the pile of pages I hand them
as maybe being actually good.Yes, the book was and is
good. But I wanted theperceptionthat the book is good to
be therefirst. Following that, the book may even be consid-

I did something similar with this very work you’re reading.
Can you guess what it was?


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (53)

Write your answer here:





What did I do to influence your perception about this


Look back to the opening pages of this book.You’ll see tes-

timonials. That is designed to set the stage for your percep-
tion. It’s there to lead your mind in the direction I want it to
go: to begin thinking of this book as being a breakthrough in
powerful marketing.

Do you see how this works?
What I’ve shared with you here may be the greatest sales

and marketing secret of all time. It goes beyond current expec-
tations of sales and right into the psychology of mythmaking.

Unless you create a story, a framing, a positioning, you will

not gain entrance to, let alone a lasting place in, the mind of
your consumer.

I shouldn’t have to add that your positioning must be hon-

est. If you fabricate stories or data to get attention, sooner or
later someone will blow the whistle on you. When they do,
you’ll feel the sting.And it may last a long, long time.

Instead, come from your heart, appeal to the emotions, and

always stay true.

And now let me challenge you with something important.


Here’s something else to chew on and to keep you up tonight
wondering about:

I’ve used this chapter to establish at least one perception

within you.

The Man with the Golden Helmet


Buying Trances A New Psychology of Sales and Marketing (54)

Whether you agree with that bold assertion or not, assume

I know what I’m doing and that I installed a perception in
you through these very words.

What is it?
Or is there more than one?
Write your answer here, or on a sheet of paper someplace

near you:





Give up?
Let me give you a clue:
Think back to what you read here so far and consider what

you now want to know more about.

Write down your thoughts, ideas, and insights:





Now here’s the million-dollar question:
Did what I wrote in this chapter create that interest?
In other words, did this writing create that perception in


Maybe consider the question this way:
Did you have that interestbeforereading this chapter?
I’ll let you wonder about the answer to that. But note what

you do over the next hour or so after reading this chapter.

Finally, my purpose here has been to introduce you to one

of the most powerful and maybe even darkest marketing


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (55)

secrets of all time. I trust you will use it to brighten the world.
After all, people are waiting to be led. (They’re machines, re-
member.) Lead them to greatness, and lead yourself to riches.

Carry the torch to victory.
Remember ...

Bene agendo nuquam defessus.

(Never weary of doing good.)

The Man with the Golden Helmet


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Buying Trances A New Psychology of Sales and Marketing (57)













efore you learn about the Buying Trance, it would
help to have a foundation about the nature of hu-

man psychology as most people currently understand it.
Based on my own experience in business, I’d sayAbraham
Maslow is the reigning king in business psychology. The
troubling fact, though, is he’s wrong.


Abraham Maslow is best known for his famous hierarchy of
needs. One of the many interesting things Maslow noticed
while he worked with monkeys early in his career was that
some needs take top billing over others. For example, if you
are hungry and thirsty, you will usually take care of the thirst
first.After all, you can do without food for weeks, but you
can do without water for maybe a couple of days. Thirst is a
stronger need than hunger, according to Maslow.


Buying Trances A New Psychology of Sales and Marketing (58)

By the same token, if you are thirsty, but someone is chok-

ing you and you can’t breathe, which is more important—wa-
ter or air? Obviously, the need to breathe. Immediate survival
is more important than quenching your thirst. Sex is less
powerful than any of these, at least in Maslow’s opinion. In
short, you don’t need it as much. Tohelp you understand his
model, here’s Maslow’s famous chart.

If you don’t think about it too much, Maslow’s chart looks

logical. But let’s take a closer look.

Robert Fritz, the author ofCreatingandThe Path of Least Re-

sistance, once told me that Maslow was wrong. Fritz said,
“Look at rap music. It’s a new form of creativity and it came
from the ghetto, where kids still experience hunger, thirst,
and poverty. They didn’t need to actualize first. They need to
express first.”

Fritz isn’t the only person to disagree with Maslow. Steven

Reiss, in his book,Who Am I?, discusses 16 basic desires that


Buying Trances

Being Needs


Safety Needs

Physiological Needs

Deficit Needs

Esteem Needs

Belonging Needs

Buying Trances A New Psychology of Sales and Marketing (59)

motivate people. They don’t match Maslow’s model. The ba-
sic desires Reiss found are:


Social contact












Physical Exercise



Interestingly enough, William James, the greatAmerican

psychologist, listed the following desires in his epic work of
1890,The Principles of Psychology:








Pain Avoidance






Obviously, not all concerns are equal in the eye of each be-

holder.You and your customers and clients will focus on
some desires over others. They won’t all compel you to take
action.You may be more interested in exercise than in eating,
or, as in my case, the reverse.

You’ll need to know what your prospects are most inter-

ested in to be able to create a Buying Trance that captivates
them. That’s where research comes into the picture. For now,
understanding what really motivates people is the founda-
tion to understanding this new psychology of marketing and
selling. While Maslow offered a hierarchical model that doesn’t
seem accurate, James and Reiss offer lists of core desires that

The Truth about Why People Buy


Buying Trances A New Psychology of Sales and Marketing (60)

seem to have stood the test of time. But I don’t want to stop
there. Let’s look at this area a little more deeply now.


Elmer Wheeler, famed “sell the sizzle, not the steak” sales-
man and author, described five psychological motivators in
1948 in his book,Tested Salesmanship. These five hot buttons
are still trance inducers today. They are:


Importance.Wheeler used psychologistAlfredAdler as
evidence that the number one motivator for people is
the search to feel superior.


Appreciation.People leave their jobs and their spouses to
find this hot button elsewhere.


Approval.Wheeler explained that we all want to be liked
by other people. Most people will torture themselves
(such as going on a strict diet) to attain this sense of ap-
proval from others.


Ease.People are lazy.As a result, they want things easily,
quickly, and even instantaneously. Wheeler suggested
that the quest for ease might be the story of evolution


Success.People want whatever “success” means to them.
It could be money, security, a bigger house, a better in-
surance plan, or many other things.

Wheeler understood people better than most psychologists

of his time. He knew that if you did your selling and market-
ing with one of the five motivators in mind, the chances of a
sell were high.


To put this in perspective, in 1880 fewAmerican homes had a
bathtub or even running water.Afew manufacturers began
to advertise bathtubs, but people did not want them. Some


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (61)

states even placed a tax on them. One state passed a law mak-
ing it illegal to have a bathtub. Over time, persistent advertis-
ing changed people’s minds. Today it’s rare for anAmerican
home not to have a bathtub.

The point is this: When you attempt to market anything to

anyone, unless you address themat their current trance level,
you will not be accepted by them. Those early advertisers of
bathtubs were speaking to people in a trance (“bathtubs are
bad”) and not connecting to that trance. Repetition—which is
a hypnotic technique—can get the message through, but only
over time and at great expense.Abetter way is to remember
that people are in a trance, and to use one of their core desires
to reach them and awaken them.

Let’s explore this even more deeply.


Why do people buy anything?

What are they hoping to achieve when they spend their


The following list is from my book,The AMAComplete

Guide to Small Business Advertising. If you appeal to one or
more of the following 26 reasons people buy anything, you
will get more of their money. Why? Because you willautomat-
begin to lead them into a Buying Trance.You will be
speaking to their current trance, or interests.


To make money.


To save money.

(Video) Buying Trances A New Psychology of Sales and Marketing


To save time.


To avoid effort.


To get more comfort.


Toachieve greater cleanliness.


To attain better health.


To escape physical pain.

The Truth about Why People Buy


Buying Trances A New Psychology of Sales and Marketing (62)


To gain praise.


To be popular.


To attract the opposite sex.


To conserve possessions.


To increase enjoyment.


To gratify curiosity.


Toprotect family.


To be in style.


To have or hold beautiful possessions.


To satisfy appetite.


To emulate others.


To avoid trouble.


To avoid criticism.


To be individual.


Toprotect reputation.


To take advantage of opportunities.


To have safety.


To make work easier.

Of course, just having this list doesn’t help you create or

complete a Buying Trance. What it does is help youbeginone.

Before you learn how to create a Buying Trance, review the

list of reasons. See if what you are currently selling ties in to
one or more of the 26 reasons people buy anything. Being
aware of their motivation and the connection to your busi-
ness is a key first step in understanding the Buying Trance.

But it’s only thefirststep.
Keep reading to learn more.


Buying Trances

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oy Garn was a genius.You may never have heard
of him until now.Yet he’s been one of the most

influential thinkers in my business when it comes to the psy-
chology of the Buying Trance. It was Roy Garn who taught
me that everyone—even you—is preoccupied. The genius of
Garn was that he spelled out exactly what you are preoccu-
pied with. He said there were four things that could be on
your mind at any one time.

Can you guess what they are?
Before I explain them to you, let me tell you a little about

Garn and his work.


Buying Trances A New Psychology of Sales and Marketing (64)


Roy Garn wrote the bookThe Magic Power of Emotional Appeal
in 1960. It went through 10 printings by 1964. It was released
in hardcover and paperback, and became a book club selec-
tion. Today the book is largely forgotten.

I have read the book five or six times. While some people

in business read Napoleon Hill’s classic work,Think and Grow
, multiple times, my own personal favorite for repeat
readings is Roy Garn’sThe Magic Power of Emotional Appeal.
To me, it is a life-changing classic.

I’ve never been able to learn anything about Garn. I’ve

done the obvious Google searches on him. I’ve even hired a
private investigator to locate Garn or any of his relatives. He
didn’t find a thing. I also hired Google researchers to locate
Garn. They couldn’t find anything, either. I’ve done library
searches, written publishers and other authors, and more.
Nothing. Garn has disappeared. I’ve often wondered, jok-
ingly, if Garn went into some sort of witness protection pro-
gram. He’s gone.

Fortunately, though, his masterpiece remains, at least in

used book stores and sometimes on eBay. If you can get a
copy of his book, do so. It will help teach you about the core
essence of the Buying Trance.As Roy Garn wrote in his book:

“Remember that Preoccupation is the bugaboo of your ex-

istence and that everybody is preoccupied!”


What I love about Garn’s message is the simplicity of it, cou-
pled with his memorable illustrations. Let me give you a few

Garn talks about four lingerie shops on the same block in

the same city, all selling the same type of nightgowns. This
was intense competition.


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Buying Trances A New Psychology of Sales and Marketing (65)

What wouldyoudo to sell more gowns than your com-


One store hung signs on two racks. One sign said, “For Sin-

ners!” The other sign said, “For Saints.”

In three days the store sold out of all of the nightgowns.

Two newspaper stands stood beside each other, competing

for customers. One seller said “Next” after every sale. The
other said “Thank you” after every sale.

The latter sold four times as many newspapers.

At a meeting of businesspeople, an otherwise normal-

lookinggent was introduced as “Akillerfrom Brooklyn!”

The audience was riveted. They wanted to know who the

killer was.

The man turned out to be an exterminator.

In one area of the country, people kept speeding, even

when the signs on the road clearly said the speed limit was 20
miles per hour. Finally someone suggested a new sign. It
read: “20 mph or $19.95 fine!”

Everyone slowed down.

An owner of a parking garage in a big city couldn’t get

people to park in his lot. He tried putting up signs saying,
“Parking” and “Park Here.” But few people parked there.

What would you have done?
The owner put up a new sign, this one with some emo-

tional appeal in it. It read: “PROTECTED Parking.”

Sales increased at once.

In each of these examples, emotional appeal is being used

to take people from their state of mental preoccupation into a
new state: a Buying Trance.

This is the genius of Roy Garn.

The Nude Wizard of Moneymaking Appeal


Buying Trances A New Psychology of Sales and Marketing (66)


What are people preoccupied with?

Garn revealed the “fatal four” (as he called them) preoccu-

pations of each of us in his book. He said they are:









According to Garn, all buying decisions and motivators

fall into one or more of those four categories. That’s it. If
that’s true, and I certainly believe it is, then knowing them
can help you quickly get someone into a Buying Trance. With
that in mind, let’s look at each preoccupation.


Self-preservation is health, security, protection of yourself/
belongings/family, and anything else dealing with your abil-
ity to keep what’s yours and live forever. This is the hot button
that sells everything from insurance to security systems to fit-
ness products and more. Garn wrote: “It includes fears, hopes,
and wishes within attitudes about personal satisfactions, com-
forts, danger, pain, sickness, health, death, or injury.”

He added that self-preservation “includes love of parent

for child, child for parent, master for pet, and related protec-
tive feelings. Desires for personal freedom and fears of im-
prisonment are in this appeal; so are most aspects of religious
belief and communication.”


Romance, as you might easily imagine, involves sex. But
Garn was clear when he pointed out that sex itself falls under
the category of self-preservation while sexual desire and at-
traction fall under romance.


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Buying Trances A New Psychology of Sales and Marketing (67)

Garn explained that this one “fatal flaw” could overrule all

others when done right. In his book he cited the following ex-
ample about a newspaper:

Afour-column story screams: “PRESIDENT SUBMITS NEW
BUDGET.”Atwo-column story reads: “TWO PARADES ON
SUNDAY.” One column is headed: “FIGHTER FIGHTS FOR
LIFE.” Half-column is topped by: “STRIKE TALKS ON.”A
smaller two-inch story carries the headline: “NUDE REDHEAD

Garn then asks, “Which story will most readers readfirst

and rememberbest?”

Obviously, sex gets attention. It breaks the preoccupation

people are in because it ties into their preexisting desires: ei-
ther to feel the attraction of sex (romance) or to feel the com-
pletion of sex (self-preservation.)

But romance didn’t end there for Garn. He said this emo-

tional appeal also involved “the Future Promise” and “the
Desire for New Experiences.” Garn wrote:

Whether in love, health, money, appearance, satisfaction, or
recognition, we all strive towards some form of perfection.
Those whose words and actions help us move mentally in the
direction of our personal preferences offer us more of the happi-
ness we seek.

Garn explained that when you paint a picture of a future

people want to experience, you are tapping into romance.
The same is true when you offer a new experience that people
feel a desire to have.You are, in essence, romancing them.


Money should not surprise you as a motivator. It’s not the
only one, and it’s not always the most powerful one, but it
certainly goes on the list as one of the top four movers and
shakers in the field of persuasion.

The Nude Wizard of Moneymaking Appeal


Buying Trances A New Psychology of Sales and Marketing (68)

Garn tells the following story to illustrate the power of the

money appeal:

An organization was formed in Stuttgart, called theLeague of the
. It consisted of men 6’2” and over, and women 5’11” and
taller. Members estimated that it cost 15% more to feed a big man
and 10% more for a big woman, as compared to people of aver-
age stature and appetite. TheLeagueappealed to the government
for tax reduction because they ate more than other people!

Anything having to do with making or saving money gets

attention. If tied in with romance, self-preservation, or recog-
nition, it becomes all the more powerful and even irresistible.
Garn wrote:

The deep wish, want and desire is to have Money. The fear, hate
or uncertainty is to be without Money or to part with it unex-
pectedly. Weare most emotionally receptive to the person who
suggests ways for us to get more.


But money isn’t the only motivator, and may not be the most
powerful one. Very often people will do things simply to be
noticed. This is the power of recognition.

Garn wrote:

In human communication, the EmotionalAppeal of Recognition
can instantly break Preoccupation, enter a mind or change a
mind. It relates to pride, opinion, appreciation, identification
with clothing, appearance, behavior, events, people, products or
organizations. It embraces emotional tie-ins to loneliness, popu-
larity and the way you appear “in the eyes of others.” Looking
“good” to others is important tous.

Recognizing someone can put them into the early stages of

a Buying Trance. Garn suggested that listening to someone
with your eyes and ears makes them feel important or recog-
nized. He wrote, “If you sincerely want to be better-liked by


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (69)

them, show that youARE impressed by their words, actions
or possessions.”

Here’s an example of the power of recognition. In every

situation there is an unseen and unconscious play of status.
One person is perceived as higher and the other is perceived
as lower. This happens virtually all the time. When you start
to become aware of it, you’ll see it everywhere.You can also
use this to your advantage. When you intentionally lower
your status, others will feel comfortable around you. They
will like you and want to spend more time with you. They
feel safe. They feel important. They feel respected. They feel

In early 2006 I got to meet superstar actor James Caan. I

love Caan as an actor. He’s been in such classic movies as
Rollerballand of courseThe Godfather. But I really admired
him as a person when we were in his trailer on the studio lot
of theLas VegasTV show, and he asked my opinion about a
new reality-TV show he’s currently involved in. He asked ...
and he listened.

On top of that, he did some brainstorming with me, show-

ing that my opinion counted. I disagreed with him about
something he was doing to market the reality show, and he
didn’t argue. He heard me out. He told me his view. I told
him mine. We had a discussion. When you consider that I’m a
nobody in his world and he’s a deity in the movie and televi-
sion world, the fact that we hadanydiscussion is amazing.

In short, Caan lowered his status to let little ole me feel

more at home in his neon-lit world. This was a major feat,
and something I will never forget. Herecognizedme.

I have no idea if James Caan did this intentionally or not. I

like to think he really wanted my opinion. It doesn’t matter. It
made for one of those experiences you write home about. It
was an example of the power of recognition. Garn would
have loved it. He wrote: “No matter who you are, belittle
yourself—not your listener.Admit that you’renotvery smart

The Nude Wizard of Moneymaking Appeal


Buying Trances A New Psychology of Sales and Marketing (70)

and most people will like you, because you confesstheir

As you can obviously conclude, knowing these “fatal four”

preoccupation windows into a person’s mind is a guaranteed
way to begin a Buying Trance. But to more completely under-
stand how this psychology works, it’s time to wander into the
world of the Buying Trance itself.


Buying Trances

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couldn’t snap Billy out of his trance.

It happened more than 30 years ago. I was a

teenager fascinated by the powers of the mind. I read about
spirituality, psychic phenomena, unidentified flying objects
(UFOs), past lives, present problems, the magic of believing,
and, yes, even hypnosis.

And that helps explain why I had my best friend, Billy, in a

deep trance in the basement of my parents’ home in Ohio. I
had regressed him from the age of 16 back to the age of 4 or 5.
I had no business doing it. But I was curious and Billy was
game. It was a remarkable morning until something truly ter-
rifying happened.

I snapped my fingers—the prearranged command to wake

Billy up—but he stayed in the chair, smiling, eyes closed, and
laughing loud and hard.


Buying Trances A New Psychology of Sales and Marketing (72)

“How old are you?” I asked, wanting to check his age


“Seventy-two, how old are you?!” he replied, laughing like

a wild, untamed, truly obnoxious child.

You can’t imagine my fear.
“When I slap my hands together, you will awaken,” I


Billy laughed long and loud.
I slapped my hands together.
Billy laughed louder and longer.
I was panicking now. I was barely sixteen years old. I had

my best friend in a hypnotic trance, regressed to a young age,
and I couldn’t bring him out of it. I could see my parents’
rage. I could see Billy’s parents’ rage. I could see myself
locked up, still a teenager, all because I had practiced hypno-
sis while other kids played baseball or Monopoly.

I waited. I held my breath. I snapped my fingers. I

slappedmy hands. I perspired. Billy wasn’t coming out of
his trance. He was locked into another time period.And I
was responsible.

Some kids borrow the neighbor’s car and wreck it. I bor-

rowed my best friend’s mind and put it in park.

What was I going to do?
I don’t recall how much time went by before I decided to

call for help. I remember going to the phone book and des-
perately searching for a hypnotist to call. I found one in
Cleveland, Ohio, a hundred miles from my home. I called
him, got him on the phone, and acted as cool as I could.

“Doctor, my name is Joe, and, well, I’ve been learning

about hypnosis,” I began. “I was just wondering, what would
happen if you put someone in a trance and they, well, er, ah,
you know, never came out of it?”

There was silence on the line.
Then I remember the voice bellowing at me.
“Are you practicing hypnosis there?!”


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Buying Trances A New Psychology of Sales and Marketing (73)

“Oh, no,” I lied. “I was just curious what would happen if,

you know, you put your best friend under, regressed him,
and he wouldn’t come out of it. Is that a bad thing?”

“Is your best friend there now?”
The hypnotist was onto me.
“Well ... yes.”
“Will he come to the phone?”
“He won’t doanythingI ask,” I said. My voice was crack-

ing now. I was scared and it showed.

“Don’t worry about it,” the hypnotist advised me. “He’ll

either naturally awaken shortly, or he’ll fall asleep and then
wake up.”

“But he thinks he’s five years old,” I added.
“You kids have to stop playing around!” he roared.
“But I want to be a hypnotist someday,” I explained.
“Get training first!” he snapped.
“Okay, okay, I will,” I said. “But what do I do about Billy?”
“Put him on the phone.”
I went to Billy and somehow got him to get on the phone,

and the hypnotist said something that helped Billy awaken.
To this day I don’t know what he said.And since I haven’t
seen Billy in nearly 20 years, I have no idea how old Billy re-
ally thinks he is. I understand he’s now a state trooper in
Ohio, so I imagine he’s stable and well. Still, I’m staying in

I learned something profound that day in my parents’

basement when my life stopped for a morning.

I learned that hypnotic trances are powerful. They are real.

And we are all in them.

That’s right.You’re in a trance.Yes, right now. So am I. We

may not think we’re five years old, but we think we are writ-
ers, or marketers, or salespeople, or some other “trance.”As
long as we believe the trance we are in, we will play it out
perfectly. When we wake up, we’ll just be in another trance.
Even the “I’m now awake” trance is just another trance.

How I Discovered the Buying Trance


Buying Trances A New Psychology of Sales and Marketing (74)

Stay with me here. Whether you disagree or not, there’s a

valuable lesson here—one that can help you increase your
sales and your profits.

In short, your prospects are all in trances. If you merge

with their trance, you can then lead them out of it and into
the Buying Trance you want them to be in.

I’ll repeat that:
“Your prospects are all in trances. If you merge with their

trance, you can then lead them out of it and into the Buying
Trance you want them to be in.”

Let me explain with an example:
Say you want to sell a new software program on how to

incorporate a business. How would you do it? The average
person might send out a sales letter that says, “New pro-
gram makes incorporating a snap.” That approach would
get some sales, especially from people already wanting to

But a more hypnotic approach would be to run a headline

such as this: “Tired of paying too much in taxes? Read this
surprising way out of the maze!” This new approach would
merge with the existing trance in a businessperson.

In other words, they are in the “taxes suck” trance and the

“small businesses get screwed” trance.Agree with them.
Merge with them.Accept that trance as your door. Then
lead into what you want to sell by tying it back to their

Let’s break down this process into three steps:


What do your prospects believe right now? (Current


Agree with their beliefs to merge with them. (Rapport.)


Lead their beliefs into your offer. (New trance.)

That’s it. That’s the real secret to hypnotic selling using the

Buying Trance.


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What? Oh.You want another example? Here goes:

Say you want to sell a pair of pants. How would you use

our Buying Trance three-step process to move them?

Step 1: What do your prospect’s believe right now about pants?

Alittle research would help. Let’s say they believe all

pants are the same. They are in the “all pants are alike”
trance. That’s their current trance, or mind-set.You would
not be very wise to argue with it. Instead, accept it and go
to step 2.

Step 2: Agree with them.

In person, on the phone, or in your headlines, say some-

thing that lets your prospects know you are in the same
trance. Use statements such as, “I thought all pants were
alike, too” or “No pants are different—so why even look at
this pair?” This creates rapport.You can’t sell anyone with-
out creating rapport. So, step 2 is a way to meet people
where they are. Consciously join their unconscious trance.
Then go to the next step.

Step 3: Now lead them into your offer.

You might say something like, “Why are people saying

these pants are different? Here’s why.” This is taking them
into a new trance—a trance that says, “Some pants are dif-
ferent”—a Buying Trance. Because you have acknowl-
edged the trance they were in and merged with them, you
are now in a position—a very powerful position—to sell

There are numerous ways to find people’s trances, merge

with them, and then lead them into a “buy from you”
trance. I won’t be able to go into all of them in this short
chapter. I’m just giving you the tip of the iceberg here. But
before I end, let’s look at possible existing trances your

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Buying Trances A New Psychology of Sales and Marketing (76)

prospects may be in when you call or send them a sales
piece. They include:

“I’m worried about money” trance.

“I’m lonely” trance.

“I’m afraid of people” trance.

“I’m sick and tired of my job” trance.

“I’m fed up with my kids” trance.

“The world sucks” trance.

“I’m hungry” trance.

“I need to lose weight” trance.

And so it goes.You’ll notice that each of these trances is

self-serving. That’s the nature of people. They are interested
in their well-being first. They are preoccupied with their own
needs, desires, pains, and more.

Any inward state is a trance. Naturally, everyone is in one

trance or another when you call them or write them.Your job
is to note it, merge with it, and lead them out of it.

Here’s one final example to make this process clearer for you.
Let’s say you want to sell a music recording. We’ll make it

a classical CD.

Step 1: What trance are people already in?

You can imagine they come home from work, find your

sales letter in their mail, and arenotin the mood for it.Your
headline might say, “Just got home from work?”

Step 2: Create rapport by acknowledging their trance.

You might write, “Since you just got home from work,

you are probably tired and ready to toss this mail in the
trash. But wait one second before you do it.”

Step 3: Now introduce your new trance.

Maybe write: “Imagine putting a CD on that fills your

mind with soothing, relaxing, healing music, the kind of


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Buying Trances A New Psychology of Sales and Marketing (77)

heavenly sounds that help you drift far, far away from
your day....”

Toend this chapter, let me remind you of what Billy taught

me when I was a kid:

Everyone is in a trance and everyone can be brought out of

it. The idea is not to ignore this quirk of human nature, but to
use it for the well-being of all you touch—including your
own profit. What you can do is take people from their exist-
ing trances into your Buying Trance. The rest of this book will
show you exactly how to do that.

Just don’t age regress any of your prospects!

How I Discovered the Buying Trance


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Buying Trances A New Psychology of Sales and Marketing (79)













ou should be wondering at this point how to de-
termine the current trance someone is in.After

all, if the preceding chapter proved that you create a Buying
Trance by first merging with an existing trance, how do you
uncover someone’s existing trance?

Good question. To help arrive at an answer you can

take to the bank, I went to some experts in the field of sell-
ing, marketing, persuasion, and hypnosis. Here are their


Buying Trances A New Psychology of Sales and Marketing (80)

Craig Perrine, of, a well-

known Internet marketer, said:

Not only are people in a preoccupied state, but they are telling
themselves stories about what is going on in their lives. For exam-
ple, this happened to me the other day.

I was hopelessly stuck trying to dream up a headline for a very

important product launch. I stared at my laptop screen until my
eyes throbbed and my hands fell asleep.

The phone was ringing constantly and several client-related pro-

jects were also weighing on my mind, so I continued to draw a

Out of desperation I took the phone off the hook, and then I re-

membered a secret weapon I had in my arsenal—a special CD devel-
oped by an audio genius friend of mine that synchronizes the
brainwaves for maximum creativity and focus.

I popped on my headphones, and presto, within minutes my

mind was like a laser-guided copywriting machine coming up with
one great line after another.

Sure enough, I wrote a headline that worked like gangbusters ...

and it was effortless.

And in that story I just told you I used my favorite “trance

matching” technique. See, you’re reading this book because you are
interested in marketing. Knowing that, I bet you are also frustrated
at times with the challenge of coming up with winning promotions.
Knowing that, I told you a story you about a problem I bet you re-
lated to.

As a marketer, my goal was to tell you about the CD product, but

if I had started talking about the CD before I had drawn you in to
my trance, the odds are much higher that you’d ignore my message.
So, if you just read that story and identified with my writer’s block
predicament and wanted to get your hands on that audio CD I used
to bang out the winning headline, then you just entered the trance I


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Buying Trances A New Psychology of Sales and Marketing (81)

I did that so you could experience my favorite technique firsthand.

Telling a personal story about overcoming a problem you and your
target customer share is a powerful technique for drawing someone
into your desired trance and leading them to a buying decision.

The more your story sounds like their story, the more they’ll feel

you have something in common, and the more they’ll stop what they
are doing, pay attention to what you have to say, and buy from you.

Note: The audio CD Craig mentions is calledAudio

Espresso: Getting It Done Now. It’s by Pat O’Bryan. See

Daniel Levis, a copywriter at www.sellingtohumanna-, replied:

My favorites are forums. I wrote a sales letter for an investment
newsletter recently. It’s called Gold Newsletter, and it’s targeted at
a very small subculture. To research what this niche was thinking I
visited this discussion board: http://forum.whiskeyandgunpowder

David Garfinkel, of,

a famous copywriter and online marketer, said:

I look for signals in two areas: what prospects or customers really
want and how ready they are to buy.

It’s the rare customer who can tell you straight-out what they

really want. Usually if you ask people directly what they are look-
ing for, they will have a cover story, something that masks their
true desires. Most of the time this isn’t on purpose, at least at a
conscious level.

Over the years, people have learned to protect themselves from

getting taken advantage of by unscrupulous sellers, by sending out

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Buying Trances A New Psychology of Sales and Marketing (82)

verbal decoys instead of fully expressing what they want immedi-
ately after being asked.

I find it’s a long question-and-answer process to get to the heart

of the matter this way. Sometimes that’s worth it, but often it’s

What I have learned to do instead is rely on indirect signals that

help me zero in on the true desires:

Stories people tell.If I ask someone to tell me a story about

their situation or their experiences in the past, they will often
reveal what they want and what they’re willing to buy. People
disclose a lot of valuable information in their stories that they
hold back in straight answers.

Complaints they make.People rarely censor themselves

when they air their complaints. As they tell me what they
don’t like, it becomes a quick process of elimination to deter-
mine what they do want.

Questions they ask.It’s a mistake to think of questions

solely as requests for information. They’re also expressions of
want and need, although the specific wants and needs are
sometimes disguised.

As for readiness to buy, certain specific questions—about deliv-

ery or starting date, payment terms, and specific features or terms
and conditions—tell me a person is close to yes. Nonverbal signals
in the voice, like the rate of speech, the tone of voice, and the energy
level and confidence as a person speaks, are also reliable indicators
of readiness to buy.

Mark Joyner, Internet legend and author ofThe Great For-

mulaandThe Irresistible Offer, said:

In print, you have to guess what kind of trance the reader is in. But,
instead of guessing, you target those who you know are already in
that trance.


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One maxim I created years ago in the early days of Web market-

ing was “All clicks are not created equal.”

This simply means that each clicker is in a different kind of


So, all you have to do is call out to those who are in the trance

that is most conducive to a sale of your product.

You do this by targeting your advertising. In a multistep mar-

keting process, you call out to those in the proper trance in your
first step.

In your primary sales vehicle, you use a headline that calls out to

people who are in the right trance.

The headline will alienate some people who aren’t in that trance,

but that’s okay. They’re unlikely to buy.

In person, you can ask people innocuous questions that are likely

to reveal bias.

Questions about controversial topics asked in a neutral way but

with emotion are great.

Here’s an example.
“Man, what do you think about that stuff happening in the Mid-

dle East?”

The way they answer not only will reveal their bias on the topic

(notice that you didn’t reveal yours), but will also say a lot about
their disposition.

David Deutsch, of, well-known

direct-response copywriter, said:

As a copywriter, I have to start, as Robert Collier says, with the con-
versation already going on in the prospect’s head.

How do I find out what that conversation is?
It’s a three-step process.
First, I read everything I can that would help me find out. I read

the magazines and books that they read. I read research and any-
thing else that could give me insight into what they’re thinking and

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Buying Trances A New Psychology of Sales and Marketing (84)

feeling. I read other successful promotions to the same audience,
which, because they were successful, help me infer how to tap into
their thoughts and feelings.

Second, I try to talk to the prospects themselves. Maybe they are

actual customers or prospects. Or maybe they are friends, relatives,
or acquaintances I think fit the same profile. I engage them in a con-
versation about the product in a way that brings out how they think
and feel about it and anything surrounding it. I try to sell them on
the product so I can see what thoughts and emotions it brings up.

The third and final step is to try to become the prospect. I sit qui-

etly and imagine I possess the characteristics and circumstances of
my target audience. And I see what I think and how I feel about the
category the product falls into (health or investing, for example);
items in the news related to the category (new health discoveries or
the recent market downturn, for example); the product itself; the
problem the product solves; the benefits the product brings; and so on.

Pat O’Bryan of said:

I cheat.

I listen.
Most people will let you know right away what state they’re in

by the words they choose to describe what they’re experiencing. Do
things “look” good? Does that “sound” great? Maybe it “feels”

Further clues are in the pacing and speed of speech. My working

theory is that the states have speeds—visual is fastest, kinesthetic is
slowest. If somebody is speaking really slowly, they’re probably in a
kinesthetic state.

And, of course, there are the eyes. I used to carry around an eye

chart from a Richard Bandler book and sneak peeks at it while I was
talking to people. It’s uncanny how much you can tell from people’s
eye movements—even when you tell them what you’re doing.

When I’m writing, it depends on what I’m writing.


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If I’m writing a sales page, I’ve got a chance in the preliminary e-

mail to set the frame. So, if I’m starting out an e-mail with “just see
yourself (doing whatever),” I’m setting the frame to visual. Then, if
the sales page continues the visual trance, I’m communicating.

Another point worth mentioning is that most people have tapes

running in their heads constantly.

In sales, the tape we’re up against says, “What’s in it for me?”
It’s auditory, and it’s loud. There are other tapes that you can

postulate, but that’s the one that’s loudest.

There’s a skepticism that jaded readers bring to a sales page that

assumes that the sales page is for the benefit of the person selling
the item.

To knock that frame off and reset with a buying frame (to the

reader’s benefit), I’ve learned to start out with the answer to those

Copywriters know to stress the benefits right at the top of the

page—but they don’t always tell you why. It’s been my experience
that if you can join the reader’s conversation with him/herself, you
can quickly communicate.


What’s in it for me?


You’re gonna look so good driving this sports


What’s in it for me?


You can keep your money in your pocket. This car
is maintenance free.


What’s in it for me?


The first 100 people who buy this car will go
down in history, and will receive publicity far
more valuable than the price of the car. They will
also be perceived as intelligent and sexy, and
there’s a very good chance that owning this car
will get you real close to Lindsay Lohan.


Where can I get it?

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Buying Trances A New Psychology of Sales and Marketing (86)

So, if you can postulate or control the self-talk in readers, you can

join their conversation and reset the frame to bring them into the
sales copy—an important first step.

Dave Lakhani, author ofPersuasion: The Art of Getting What

You WantandPower of an Hour, said:

One of the most effective ways of eliciting the state that people

are in is to ask very specific questions; in fact, the more specific the
question, the higher the quality of information you’ll get back. So
rather than taking their first answer, I ask more exacting questions,
questions like:

How will or how do you define that?

How do you know?

What made you draw that conclusion?

Tell me more about that....

Can you explain that to me?

What is an example of how this might work, be true. or where
someone has used it?

By asking detailed questions, you get many specific answers that

will give you clues as to what people are really thinking, where
they have drawn their conclusions, and who has influenced their
thinking. They will also expose the weaknesses in their thinking or
their illusions. Once you know those things you are in a much
better position to deepen their trance by adding congruency (agree-
ing, leading, etc.) or to do a pattern interrupt by disagreeing or by
abruptly shifting the course of the conversation.

Away of knowing what people are thinking is to draw them out.

Fake psychics who practice cold reading do this all the time. They
present generalities as observations of fact, allow the person to re-
spond to them, and then mold their conversation around them.
Some good examples of that are statements like these, which work to


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pull people out in virtually any situation and make you appear to be
very insightful.

“You appear to me to be a person who is an independent thinker
and doesn’t accept others’opinions without strong evidence of

“At the end of the day, it seems like you have a great deal of un-
used capacity that is going to be channeled into something even
more meaningful and creative.”

“You prefer a little change and variety, and when corralled
by restrictions, limitations, or small thinking, you become

By making observations about people that feel comfortable, you

enter their reality of themselves and become a part of their reality.
Once you are a part of their reality, you can then impact their real-
ity. You can deepen the trance or change the focus of the trance. Ad-
vertisers do this all the time by “mind reading” their prospects.
They in effect create the trance by saying: “You are like me, and as
we act together we are smarter, and you may begin to notice that
only successful people or beautiful people or smart people or finan-
cially secure people (narrowing their focus) do these things and be-
cause you are that, you should do it, too (social proof).”

But, by mind reading, what you are really doing is getting them to

lower their critical thinking filters, their resistance to your informa-
tion because you demonstrated great insight. This is in fact exactly
why people walk around in a trance all the time, and it often takes a
giant sledgehammer blow to their reality to shake them out of it.

However, sometimes the most profitable move is to leave them

there and deepen their trance, make their self-induced state their re-
ality, and allow them to experience it more and more as real (a key
trance-deepening technique in hypnosis—”You may feel the air in
your nose, you may become aware of your chest rising and falling,
you may notice when you drive the new Porsche that women seem

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more interested and attentive”) because the more real the trance
becomes, the more lucid the hallucination, the more difficult it
becomes to look at other possibilities; they just don’t seem as

Another area related to this is beliefs. People’s beliefs put them

into a trance nearly instantly. When they have a strong belief about
something being true or not true, they rigorously defend it, they
give you clear keys and clues as to what they believe (“What would
Jesus do?”), or they signal nonverbally (“Vote Bush”) their inten-
tions related to their beliefs. To understand the beliefs deeply held by
someone is to be able to deeply influence and persuade them. In or-
der for beliefs to continue, they must be supported by a complemen-
tary group. So that group of like-minded people (all creating their
own trance) begin to act as one, and as the group goes, so goes the

Storytelling and metaphor are the gateways to creating effective

buying trances because they impact people at a subconscious
level—people instantly understand what to do and how to react
when they hear a story. Notice the change in your own body and
physiology now when I say, “When I was a boy, I grew up in a cult.
I was raised to believe ...” Your whole physiology shifts and I can
take it in any direction I want at that point. I can create intense cu-
riosity or I can transfer the state by creating a moral that says, “If
you believe X then imagine Y, and it, too, is true.”

Metaphor, while more complicated for people to create, is much

easier for the brain to grasp and interpret. It also has the benefit
of being a Buying Trance posthypnotic suggestion. The moment
you hear the metaphor you have the experience. Metaphor is also
a trigger.

In order to use either storytelling or metaphor to create a Buying

Trance, you simply need to think about where people are at with
their belief systems and with their current trances and enter their
construct. When there is no commonality for you to mirror, then
you enter their construct by telling a story about your product or
service, because when you do, they go into a preprogrammed trance,


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one in which they listen intently without critical thinking filters
and react emotionally. They know that stories elicit their emotions
and they know how to respond (buy) when the moral of your story
leads them to their own most logical conclusion, which happens to
be one you share (much more effective than the old sales close).

Mark J. Ryan, author, therapist, salesman, and trainer of

hypnosis and neuro-linguistic programming (NLP) (www, said:

Someone once told me that the developers of NLP, Richard Bandler
and John Grinder, had a running argument. One of them believed
that everyone was in a trance 24/7 and the other said that we are
never in a trance—or something like that. Well, I believe the one
who said we are always in a trance. I always presume people are al-
ways in some kind of trance...some longer than others, some more
intense, many overlapping. Richard Bandler also said to me once
that “without curiosity NLP wouldn’t exist.”

And I say if you stay curious when encountering someone al-

ready in a trance you can begin to find out what their present trance
is and then lead them into a buying trance.

There are several different ways I like to do this from a curious

trance state that I get into. Yes, that’s right: You, too, must enter
trances to gain the trust and rapport you will need for the customer
to trust you with his or her trance.

Get out of your ego trance.
Get out of your know-it-all trance.
Get out of your “I know what they need” trance.
Get out of your trance as much as possible and get into their


People’s favorite subject is themselves, so get curious about their

favorite subject.

So what do you do when you are in a curious state to find out

where they are?

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Buying Trances A New Psychology of Sales and Marketing (90)

If you are in retail and the customer is approaching you ... I al-

ways make comments about what they are looking at. I do it in a
statement and not in a question form. I know that I like my space
when looking for retail products. Astatement doesn’t infringe on
me like a question does, so I afford the same courtesy.

I will keep making statements such as “Those sunglasses are

brand-new.” “They have an amazing lens.” “You can actually see
15 percent sharper with that lens.” What I am doing is giving
them some time to determine if they want to engage. I am respect-
ing that they may want to stay in their present trance. I make
statements because then they don’t have to speak if they don’t
want to.

If I sense they don’t want to engage, I may say something to the

point of “You seem to be deep in thought,” again a statement meant
to draw them out. If they look interested ... and are not talking,
then I will ask a question such as “What are you thinking about us-
ing the glasses for?” Now I get an idea of where they are and can
work from there.

If someone is in a hurry I might say to them, “you seem in a

hurry.” The answer is yes or no and if they are, I follow up with an-
other question of “Is there anything I can help you with to get you
on your way?”

People will usually be polite at this point and say something like

“I am going out on a boat with friends in five minutes and I need a
pair of sunglasses.” So now I know the trance they are thinking
about and I enter into how I might feel if I were in that same situa-
tion and pace them into a Buying Trance for my product only if it
will be of value to them.

In other situations besides retail, I might still make statements,

and would be ready to engage them with questions sooner.

I get curious about what they may be wearing, what their office is

decorated with, and the theme that might interest them enough for
them to put up those certain things. What kind of car are they dri-
ving? What restaurant are we meeting at? What kind of sports are
they interested in?


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Buying Trances A New Psychology of Sales and Marketing (91)

The point is you must find a “close trance”—a trance that is

close at all times to whatever trance they may be in at the time.

Because you usually cannot just ask for their present trance—

most people will not reveal that and will want to get away from you
ASAP—you find a close trance that they can easily access without
much effort. “Is that a Red Sox pin on your lapel?” Either way, yes
or no, you now have a close trance to work from. If it is not a Red
Sox pin the person may say, “No, it is a hole-in-one pin from my
country club, Red Stone.” Hey, you were wrong, but look at the
juicy information you just got, and who wouldn’t or couldn’t be cu-
rious about a hole in one? And how hard is it going to be to get the
person to talk about a hole in one? And how many different points
of interest might come from that story?

And a very neat thing is that once you get into a close trance and

make that a “present trance,” you can go in many different direc-
tions from there to get to the Buying Trance.

There is no perfect way to do this; however, the more you develop

your own style using these ideas, the quicker you will find people
openly sharing their present trances. People seem to sense that you
are genuinely curious and interested in them, sometimes without
saying a word to them. I don’t know how many times people have
said to me, “I cannot believe I am telling you this—I don’t even
know you.” I smile and they continue on.

People like to buy from people they like. People like people who

show interest in them.

Get curious ... but not too curious.:-)

John Burton (, therapist and au-

thor ofHypnotic Language, said:

How do I get an inkling of what another person is feeling or think-
ing or experiencing in their inner world? In my work as a psy-
chotherapist I need to understand what my client is experiencing
inside his or her mind. Clients and people in general provide some

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Buying Trances A New Psychology of Sales and Marketing (92)

clues as to what they think or feel in the natural process of commu-
nicating. During my training in neuro-linguistic programming
(NLP), I was taught about modes of communicating. In this case,
modes refer to the adjectives a person uses when speaking. Maybe
when someone talks to you, you hear references to one of the five
senses. “I just think that stinks!” or “Man, that leaves a really bad
taste in my mouth!” or “Wow, what a sweet deal!” Other examples
on the positive side might be, “That has a good ring to it” or “I can
see how that will work well.”

People often utilize one of their five senses when selecting words

to convey particular meaning. This selected sense can give you
some insight into how people process and make sense of information
in their world. NLP shows that by speaking back to people in the
same sense they used in speaking to you, a better and more effective
connection occurs. But here, I want to speak of another way of
knowing using a different set of pathways.

In the course of communicating with another person, the sender

will often utilize one or more senses in sending information. Some
people use their hands when they speak and some people just move
their body more in general when speaking or when listening. Other
people make vigorous facial expressions when communicating. Still
others are nearly poker-faced while talking or listening. These
modes of communicating provide ports of entry into the other per-
son’s world. This port of entry can lead to what might be termed
trance sharing.

We each live a high percentage of our lives in a trance, experienc-

ing some narrow focus that excludes alternative items or views. It is
tricky for us humans to expand our awareness and consider multi-
ple concepts at one time. And yet this still qualifies as a trance as
well. So in some sense we spend most of our time in a trance, fixing
our awareness on something. Communicating, in some ways, sim-
ply involves a person describing to another person or persons the
trance he or she is experiencing. Wow! What about that movie you
saw last weekend, sharing your trance experience with others as
you describe the movie to them. Oh boy, that vegetable garden is in-


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Buying Trances A New Psychology of Sales and Marketing (93)

credible! You should see just how red and ripe and huge those toma-
toes are this year! When you see your neighbor’s tomatoes in your
head, you are trance sharing. Hmmm, maybe they need a little wa-
ter in there?

And so now to answer the question posed by Joe. How do I see

my neighbor’s red, ripe tomatoes in my head before they tell me?
How do I know what they think or feel about those fine tomatoes?
Each person tends to favor an avenue of communicating, whether it
is body movement, facial expressions, or just words and tone of
voice. Detecting the sender’s most prominent mode can allow you to
trance-share, providing you with inside information about the
sender’s thoughts or emotions.

The first step in trance sharing is acknowledging that whoever is

communicating to you is already in a trance. They have something
on their mind about which they are in a trance.

Utilizing this, step 2 is inviting the other person to describe

their trance to you in detail. These details allow the person to share
their trance with you. As they describe their trance content to you
they invariably rely on their strongest communication suit. Maybe
this involves hand and body movement, maybe it involves their fa-
cial expressions or maybe it is just a methodical streaming verbal

In any case, for step 3 I tune into their format and try it on. I

empathize as much as I can so that I experience what and how
they speak to me. I imagine my hands moving that way and no-
tice my resulting thoughts and what emotions occur. I imagine
experiencing their facial expression and just feel what I feel and
observe any thoughts coming to mind. If the person presents in a
sort of strictly verbal mode then I listen carefully and try on the
words and the tone and the pace, allowing thoughts and feelings
to occur.

Step 4 involves the beginning of a more fully shared trance. I

may see pictures of their descriptions. I may just hear words that
they then use. When I see or hear their details as they do or just in
advance of their sharing out loud, then I know I’m in with them.

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Buying Trances A New Psychology of Sales and Marketing (94)

The fifth step becomes where therapy happens. Here I look around

their world and see alternative points of view and influencing fac-
tors in the present situation. I can then reverse the order of trance
sharing. I share my alternative trance with the client, providing al-
ternative perceptions, thoughts, emotions, and behaviors. Anew,
yet more effective and resourceful, trance begins for the client out of
their choice from the additional alternatives noticed.

Finally, an interesting approach to determine what people

are thinking is from copywriter Sam Rosen of www.verticali- He said:

I look primarily to Ken Wilber’s AQALmodel, based on his integral
theory, to understand buying trances. With AQAL(all quadrants, all
levels, as well as all lines, all states, and all types), we learn that every
experience contains four dimensions: the interior-individual, the ex-
terior-individual, the interior-collective, and the exterior-collective.

In other words, when I’m thinking about a prospect, I run

through a checklist in my mind:


What aspects of the prospect’s worldviews, psychological com-
position, and inner experiences of consciousness (interior-
individual) define their reasons for looking at this product?


What behavioral and physical issues does the prospect care
about (exterior-individual)?


What values systems make up the prospect’s cultural environ-
ment and social milieu (interior-collective)?


What kind of business is the prospect in, how is it structured,
and what role does the prospect see the company playing in so-
ciety at large and humanity’s ongoing development (exterior-

The previous four questions represent each quadrant. But within

each quadrant, there are levels, lines, states, and types.


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Buying Trances A New Psychology of Sales and Marketing (95)

Let’s focus on the first question: the inner dimensions of the indi-

vidual. Now, that individual might feel incredibly stressed all of the
time—disconnected, depressed, lacking any real sense of purpose or
passion. In other words, she is experiencing repeated state of dis-
tress. I can simply observe her state from tone of voice, nonverbal
cues, and, in many cases, lifestyle.

Now, even though that person is in a stressed-out state, she

might be very intellectually sophisticated and morally evolved—
and yet, she clearly has a difficult time handling her emotions.
These various areas of development—intellectual, moral, emotional
(and spiritual, cognitive, etc.)—are called lines.

If a prospect needs work on her emotional development but is in-

tellectually quite sophisticated, then her Buying Trance might
sound something like: “I need emotional help, but I also need intel-
lectual stimulation, a clear sense of ethics and authenticity, perhaps
a tinge of the cutting edge and empirical reasoning behind why
your product works.”

This is where it gets fun. Each of those lines—moral, intellectual,

emotional, spiritual, and so on—can actually develop. So, for in-
stance, I might have an incredible intellect, but I have neither spiri-
tual awareness nor moral standards. I’m sure you know some
people like that! They’re smart, yes, but they just can’t cope with
life. And at the same time, I once knew someone who taught en-
lightenment and had read every spiritual book on the block, but he
ended up going to jail for stealing money. He had access to spiritual
states of consciousness, but his levels of development in the moral
and ethical lines were quite low.

The list of human complexities goes on—you can probably see

how this could go on forever—and my responsibility as an integral
marketer is to understand how all of these factors produce a specific
Buying Trance in the individual and to position the product in a
way, using hypnotic storytelling, that leads to the highest possible
good for all involved.

The marketplace is essentially a combination of the myriad levels,

lines, states, and types that exist in each of the four quadrants. Each

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Buying Trances A New Psychology of Sales and Marketing (96)

target market—and, at the micro level, each prospect—manifests
identifiable patterns within the AQALmodel. Understand this, and
the reasons why people buy what they buy starts to make a lot more
sense. For more on integral theory and the AQALmodel, check out
Ken Wilber’s classic,
ABrief History of Everything.

The point of this chapter is to give you a few ways to begin

to x-ray your prospect’s mind. The more you can understand
his or her current trance, the better you can take control and
create the Buying Trance.


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ven though I am the father of the Buying Trance, it
doesn’t mean I have the technique down pat just

yet. I still slip up. I’m still learning. I’m still reminding myself
that I put people into a Buying Trance only when I focus on
them, not on me or what I want to sell. I also know that how I
direct them to do something will determine what they actu-
ally do. My words create the beginning of their mind-set,
which leads to the action they take. With that in mind, let me
confess the following story, which will also teach you more
about the inner workings of the Buying Trance.


In 2006 Pat O’Bryan, one of my business partners and a dear
friend, released his long-awaited CD and DVD set calledYour
Portable Empire
. I was excited about it. I wanted to drive traf-
fic to his web site and see the sales roll in. Because I loved his


Buying Trances A New Psychology of Sales and Marketing (98)

site, and particularly the graphic at the top of the site, I wrote
the following e-mail and sent it to my list:


What may be the greatest web site of all time?

Pat O’Bryan just sent me a link to look at his new web site.

I wasn’t interested.

I was tired, just on a teleseminar, and didn’t want to go


But it was for Pat, so I did.

And it fried me.

The graphic at the very top not only made me smile, but

the words on it have to be the greatest summary of an

irresistible offer I’ve ever seen online.

I don’t care if you’re busy, or tired, or what.You simply

have to go look. It won’t take but a sec. It’s at http://snipurl

.com/unseminar or


Go see.


PS—If you want to create your own Portable Empire, which is

what Pat is known for, then get your rear to

I sent the e-mail and waited.
And waited.
Sales receipts did not burst into my e-mail box.Although

my e-mail created traffic to Pat’s site, there were no sales. I
found this very perplexing.

As it happened, famous Internet marketer Mark Joyner

sent me an e-mail to say hi. Mark is the author ofThe Great
andThe Irresistible Offer. He’s a genius at online mar-
keting and the key person who helped me promote myself
online with my first e-books almost 10 years ago.

I told Mark about my e-mail and the lack of results. He


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (99)

surprised me by pointing out that my framing was all wrong.
He said by driving people to look at the site to study a
graphic, I sent people to the site with the wrong end in mind.
They needed to be going with an urge to buy, not just with a
desire to look. In short, I was thinking of myself and my own
interests, and not the prospect and his or her interests.

In other words, I created the perception in the reader’s mind

that the site was worth study, which meant they went there to
study it. But what I needed to do was put in their minds that
the site containedbenefits for them, which would lead them to
get to the site with a completely different mind-set.

With Mark’s lesson in mind, I wrote this follow-up e-mail

and sent it to my list:


I goofed—and you can learn from my mistake.

I sent out an e-mail yesterday urging you to see one of the

best web sites I’ve seen in a long time at


Many of you went, but not all of you bought.

When I mentioned it to Mark Joyner, he said my positioning

was all wrong.

He explained that by having you go to look at the site, you

didn’t go to look at the benefits of the product.

In other words, I violated one of my own principles of how

to lead someone to buy.

Mark said I should have focused on all you get, such as—

•You learn how to set up your own online business in 30

days or less.

•You learn about hypnotic writing, hypnotic marketing,

hypnotic publicity, and much more.

•You learn the quick-start secrets for building a

moneymaking business.

You get the idea.

The Story of the Portable Empire


Buying Trances A New Psychology of Sales and Marketing (100)

Because I sent you to the site to look at the hypnotic

graphic, you went there with a mind-set to learn about

hypnotic graphics.

There was nothing wrong with that, except I also wanted

you to gobuy.

This is the lesson: Whenever you want to get someone to

do something, how you lead them there will determine what

they do.

I led you to look.

But I needed to lead you to buy.

So let me try again.

Please go review Pat’s site because the product he offers

can put you into business—and making money—with your

own Portable Empire in about 30 days.

If Pat—a once-struggling musician with several CDs out

but always broke—can do it, then so can you.


In one of my next mailings, I’ll send you the e-mail you

should have gotten in the first place. But don’t let that stop

you from reviewing his site.

Go for it.


PS—This very e-mail ought to prove that nobody knows it all

(except maybe Mark Joyner). If I can still learn something

new, then so can you. Get Pat’s package and get to the head

of the class. Go see

This new e-mail drove even more traffic to the web site,

which now began to lead to sales. It also had a secondary
benefit: People respected the fact that I—an alleged Internet
marketing guru—admitted a mistake and confessed I could
still learn something from another. This increased my credi-
bility with readers, which of course made it easier for people
to trust what I said.


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Buying Trances A New Psychology of Sales and Marketing (101)

And just in case you’re curious, here’s the final e-mail I sent

to promote Pat’s product.You’ll notice that this one
focuses on what iscurrently on the mind of the reader, which is
the number one thing to do to begin a genuine Buying Trance:


The problem (and three solutions)

The number one question I hear from people is, “Where do

I begin?”

They hear about all the courses promising to reveal how to

make it big online, and they are confused.They wonder—

Which one works?

Who do you believe?

Where do I begin with any of them?

I can understand the problem.After all, it seems like

everyone—and his brother (and sister)—is hyping some new

course. Some of these gurus I’ve heard of and personally

know. Some I don’t know at all.

If I were just starting out online, I’d be confused, too.

So what’s a well-meaning newbie to do?

The way I see it, there are three ways to handle this

problem of confusion and indecision.They are—


Wing it.

Just jump in.Try everything, and see what works.

This approach takes time, energy, pesos, and

commitment, but you could do it.This might be the

ticket for you.There are stories of babes in the online

woods who try something new and strike gold in

cyberspace.Anything is possible.

I just can’t help but think results would come quicker

with just a little guidance, which leads me to...


Get mentored.

Everyone needs a coach, at least in some areas of

their life and business. If you want to look into this, the

The Story of the Portable Empire


Buying Trances A New Psychology of Sales and Marketing (102)

group I endorse is the one that conducts my own

Executive Mentoring Program.You can get details at But mentoring can be

relatively expensive, and that’s why I also suggest ...


Build a Portable Empire.

This is what you ultimately want.The man who

created his own Portable Empire in record time is the

same man today teaching others how to do it. Get his

course. It guarantees to show you how to set up your

own online “empire” in 30 days or less.

Pat O’Bryan was a struggling musician who quickly cut his

teeth online and is now a guru to the newbies following

behind him. He understands the beginner’s mind. His

program speaks right to you.

After all, he was once sitting at home reading an e-mail

much like this one, asking himself, “Where do I begin?”

In his case, he attended my now-famous Spiritual

Marketing Seminar inAustin,Texas. He learned what he

needed and took off like a cyber-rocket.All I could see was

his smoke.

Awhile back Pat held his own seminar to help people who

wanted to do well online but didn’t have a clue where to start

or what to do. He recorded it all, and describes it all at

His huge package of CDs and DVDs is a complete, paint-

by-the-numbers approach to making it online.

He and his speakers (I was one of them) take you by the

hand and guide you in building your own online business—

from scratch.

See for details.


There you have it: three solutions to one problem.

All you have to do is choose one.


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Buying Trances A New Psychology of Sales and Marketing (103)

In truth, you could probably do all three solutions:


Get Pat’s course.


Get mentoring to help you implement it.


Be creative in what you try.

Whatever you decide, it’s up to you to make it so.

If you don’t take action, who will?

Go for it.


PS—Pat is offering a staggering list of bonuses for the next

group of people who order his package. See http://snipurl

.com/unseminar for details. (His site is well worth a visit, if

only to admire the graphic at the top of the page.)

As you can see from that final e-mail, I now put the

graphic—which was the entire focus of the first e-mail—as a
finalcomment. This caused people to go to the site with a
completely different perception: to learn how to make money
online, which tied in totheirinterests, as well as to one of Roy
Garn’s “fatal four” emotional appeals.

This story illustrates a point made by Tom Stafford and

Mike Webb in their book,Mind Hacks: “Attention acts like a
kind of filter, directing all resources to certain tasks and away
from others.”

How you lead someone to anything frames the attention

they will give to do the task. In my first e-mail for Pat’s pack-
age, I created an awareness to pay attention to a graphic.
Well, that attention doesn’t allow for a Buying Trance. By the
time I sent out the third e-mail, I was creating an awareness
of the value of the product. That new focus leads people into
a Buying Trance.

The Story of the Portable Empire


Buying Trances A New Psychology of Sales and Marketing (104)


In short, when you write anything or speak to your
prospects, you have to always keep their interests in mind.
You have to relentlessly focus on what they will get from
your pitch. In fact, you should drop the wordpitchfrom your
volcabulary. Instead, just keep thinking “You will get ...”
when talking or writing to a prospect.

The bottom line is this: Get out of your ego and into your

prospect’s ego. The more you can do that, the better and
faster will be the Buying Trance you create.


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: T










ot all of your marketing or sales will be in print
or over the air, so you should also be aware of

how face-to-face Buying Trances work. To understand this as-
pect of this new psychology of sales and marketing, you need
to be aware of the four states of mind. They are: beta, alpha,
theta, and delta.

If you’ve studied meditation, hypnosis, or psychology,

you’ve probably heard of these states of mind before. Here
are quick definitions for each:


Beta: Normal awake state, busy, many thoughts, active

(Video) Why Persuasion is so much important in Sales & Marketing?


Alpha: Daydreaming or relaxed focused, meditative.


Buying Trances A New Psychology of Sales and Marketing (106)


Theta: Deep trance, inspirational.


Delta:Asleep. No conscious awareness.

In this chapter you’ll learn how people can enter a Buying

Trance in conversation. The same principles apply, but the
look and feel is different. Let’s take a look.


How do the four states of mind look when brought to life out-
side of a therapy session and in the business meeting room?

When you talk to most people, they are in the beta state.

Their minds are busy—alive with things to do, concerns,
worries, and much more. Imagine a room full of kindergarten
kids all playing, talking, and fighting and you have a mental
image of the beta state in most people. When you try to talk
to them, you are trying to get a room of brats to settle down.

When you talk to some people, especially if they are re-

laxed, such as lounging by a pool with a drink in hand, they
may be in an alpha state of mind. Depending on what you
say, you may be able to easily get their attention and hold it.
They don’t have as much going on in their heads.

Unless you’re a hypnotist, you’ll probably never have a

conversation with someone in a theta or delta state.You
wouldn’t want one, anyway. They will be very quiet and

From those four descriptions, it should be clear you want

to get people into an alpha state of mind. Considering the
hustle and bustle of today’s high-stress, high-tech, always-
busy world, that may seem impossible. It isn’t.


When I was a journalism student at Kent State University
back in the 1970s, I learned a trick to get people to relax.

Whenever I or any reporter has to interview someone, the

person being interviewed is on guard. They may not be ex-


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (107)

pecting something bad, but they are expecting to be recorded.
They clam up. They watch what they say because they don’t
want to look foolish. Who can blame them, right?

But I was always able to get subjects to relax by asking one

question.All I would do was say, “What do you do for fun or

Although I didn’t know it when I was a youth in college, I

was hypnotically leading people to relax. By asking them
what they did to relax, they had to go to that place within
where they knew the state called relaxation.

For example, I remember one of my first interviews. I was

just as nervous as the grizzly old professor I interviewed. But
I began by asking him what he did for relaxation. To my sur-
prise, he relaxed. He began to tell me about his golf game. I
didn’t know a thing about golf. I’d never played it. But I lis-
tened.As I showed attention, my interviewee told me stories.
He was very proud of a hole in one he scored one day. It was
also my first time to know what a “hole in one” meant.

The point is, my single question turned an awkward mo-

ment into a rapport-building one. This story illustrates how
you might capture people’s attention—and begin a Buying
Trance—by focusing on their likes, not yours.

But what if you come across a difficult prospect?

Conversational Trances: The Four States of Mind


Buying Trances A New Psychology of Sales and Marketing (108)

Buying Trances A New Psychology of Sales and Marketing (109)










hat if you come across people who are resistant
to your sales message?

What if you approach someone who seems interested but

remains skeptical?

What if you hit a brick wall before you even open your


There is a solution. It comes from the world of hypnother-

apy and was invented by one of the most powerful and inno-
vative hypnotists and therapists of recent history.

Milton Erickson, the famous hypnotherapist, invented a

form of hypnotic therapy called the “naturalistic approach.”
It was basically hypnosis without an induction. In other
words, Erickson didn’t spend time asking you to relax or
close your eyes, or do any other obvious or formal form of
trance induction. Instead, Erickson simply talked to you. He
would use whatever you said or whatever he noticed about


Buying Trances A New Psychology of Sales and Marketing (110)

you, and weave it into an apparent conversation. That con-
versation would more often than not put you into a trance

Erickson was able to use his naturalistic or utilitarian ap-

proach to handle the most resistant clients. He didn’t always
cure the chronic cases, but his success rate was still higher
than that of most therapists.According toThe Wisdom of Mil-
ton H. Erickson
by Ronald Havens, one definition of Erick-
son’s approach is this: “Use whatever dominant beliefs,
values, attitudes, emotions, or behaviors the patient presents
in order to develop an experience that will initiate or facilitate
therapeutic change.”

I believe we can model Erickson’s “no induction” healing

process to the sales and marketing world. When you have to
deal with prospects who are resistant to your sales message,
and even when you are approaching someone open but skep-
tical about your offer, this heart approach to sales and mar-
keting can make all the difference to your bottom line.

If we translate the definition of Erickson’s method into

marketing terms, it might look like this: “Use whatever dom-
inant beliefs, values, attitudes, emotions, or behaviors the
prospect presents in order to develop an experience that will
initiate or facilitate the Buying Trance.”

Let’s see how this might work.


Milton Erickson used a three-step process to implement his
naturalistic approach to change. Here are his three steps,
from a therapist’s view, according toYvonne Dolan in her
book,APath with a Heart:


“The therapist must accept and appreciate the problem-
atic resistant behavior or perception as a legitimate piece
of communication from the client regarding the client’s
current inner state and the client’s model of the world.”


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (111)


“The therapist must be willing to view the client’s prob-
lematic resistant behavior or perception as a potentially
valuable therapeutic resource.”


“The therapist must communicate this acceptance and
appreciation to the client in an undeniable way.”

I’ll translate the three steps into sales and marketing terms:


No matter what your prospects say or do, it is a valid ex-
pressionfrom their point of view.


You must accept their point of view as apotential sales


You must agree with their point of viewsincerely.

Once you discover the simple power in these three steps,

you are well on the way to knowing how to create powerful
and instant Buying Trances to handle resistant prospects.
Here’s a quick story to illustrate how this might work.


Imagine this.

One day you call on a potential client. He or she sounds

out of breath. Instead of trying to dive into your sales pitch,
you ask what’s wrong. The prospect begins to tell you
about their day. They are not about to listen to you talk
about your widget. They are stressed and distracted.You
could excuse yourself and call back later. Or you could try
the following.

Whatever they say, acknowledge it and even agree with it.

Don’t talk them out of it. Don’t argue with them.Accept their
view of their current reality as true.After all, itistrue, based
on their thoughts in this moment. If you could switch places
with them and be in their shoes in this moment, you’d proba-
bly feel as they do.

As you listen, you have the quiet knowing that where this

prospect is in their mind is a useful tool to make a later sale.

How to Handle Resistant Prospects


Buying Trances A New Psychology of Sales and Marketing (112)

So you genuinely accept it, not trying to change them at all.
You continue listening, maybe asking questions to better un-
derstand where the person is coming from.

You agree with their point of view.After you’ve heard their

explanation for it, youshouldagree with it, at least from an in-
tellectual understanding. By agreeing that whatever they are
experiencing is valid, you create rapport. It’s this state of rap-
port that creates the beginning of a Buying Trance. It’s this
rapport that melts resistance. People don’t like to feel alone.
They want someone on their side.Afriend is easier to buy
from than a salesperson or marketer. Be a friend.

The process doesn’t stop there, of course. Even Milton Er-

ickson would build on what he heardafterrapport was estab-
lished to lead the client out of his or her current trance. But
you can’t take someone into a new trance without merging or
breaking their existing one. Erickson was a master at merging
with a trance before leading into a new one. When it comes to
working with resistant prospects, agreeing with them is a
wiser strategy than arguing with them.

Agreement melts resistance.
Agreement leads to trance.
Agreement leads to sales.


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f people are already in a preoccupied state of mind
when you approach them in person, or on the

phone, or with a sales letter or brochure, how do you get
them out of their current trance and into your Buying
Trance—and in under 10 seconds?

The secret is in getting their attention fast.Astage hypno-

tist can put a person in a trance within minutes, sometimes
seconds, sometimes with a handshake or with the right word
spoken at the right time. There’s a special dynamic going on
in that situation, of course. The people at the show areexpect-
to go into a trance, so the hypnotist has an easier job.

Brad Fallon is a search engine optimization (SEO) expert

and great guy. I got to know him on the marketing cruise I
was on in 2005, when we were both speakers.After our pre-
sentations, we hung out together and picked each other’s
brains. He asked me about my P. T. Barnum book,There’s a


Buying Trances A New Psychology of Sales and Marketing (114)

Customer Born Every Minute, writing in general, and hypnosis,
too. Brad wanted to know if it was true that a hypnotist could
put someone into a trance just by shaking the person’s hand.

I told him, yes, of course. Stage hypnotists do it all the

time. They have to learn instant inductions in order to make
the show happen fast. Milton Erickson was famous for being
able to put people into a trance state with a handshake, too. I
told Brad I could do it, as well, and I stretched out my hand.

He offered his hand to mine but just as we touched, he

quickly realized what could happen and pulled his hand
away. We both laughed but the point was made. Theexpecta-
that something as innocent as a handshake could put you
into a hypnotic trance is exactly what makes it possible.

Here’s another example: Harry Carpenter, in his bookThe

Genie Within, writes of a PBS television show where a volun-
teer was asked topretendto be hypnotized. The instructor on
the program did nothing else to create a trance—no induc-
tions, no guided relaxations, no staring at a swinging watch.
Yet the volunteer went into an apparent trance. To test the
mind of the volunteer, the instructor handed him a Spanish
onion but told him it was an apple. The volunteer ate the
onion, thinking and acting as if it were an apple.Yet the entire
instant trance was done by suggesting the subject pretend he
was in a trance!

Obviously, trance states—even instant ones—are real, and

very powerful.


To give you another example of how instant hypnosis works,
I once hypnotized Mark Joyner while thousands of people lis-
tened to it happen. Mark is the author of several books, in-
cludingThe Great FormulaandThe Irresistible Offer. To help
promote one of our mutual products, I came up with the idea
of hypnotizing Mark live, on a teleseminar, as a publicity
stunt to get everyone’s attention.


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Buying Trances A New Psychology of Sales and Marketing (115)

The hypnosis was very real. I spoke to Mark on the phone,

before the actual live event, to prep him for the experience.
Since Mark has known me for many years, and is in fact the
man who released my first e-book,Hypnotic Writing, many
years ago, he is well aware of my hypnotic abilities. I further
enforced his understanding that I knew hypnosis by remind-
ing him that I speak at the yearly convention for hypnotists,
the National Guild of Hypnotists. I also sent out e-mails pro-
moting the live event by saying, “I can hypnotize anyone
who is willing in under three minutes.” Of course, Mark got
to see those e-mails. They helped reinforce my ability to put
anyone—even Mark—into a trance.

When the time came to hypnotize him, it was easy. He was

prepped for it. Heexpectedit. He went into a trance and
stayed there until I bought him out of it. We had a record-
breaking turnout for our teleseminar. Wealso made history,
as I was the first person in Internet history to hypnotize
someone live in cyberspace.

In case you are wondering, the hypnosis session was inno-

cent. I asked him questions about his life, how he first got
started online, and more. I wasn’t conducting a stage hypno-
sis show where I asked a participant to do something silly for
the entertainment of the crowd. I instead focused on using
hypnosis to get a famous Internet marketer to tell the truth
about his life and work. Since Mark always tells the truth, the
hypnosis session didn’t reveal much new. But it still drew a
crowd.And people are still talking about it today. Even Mark.

But what about you and me, when we approach a prospect


How do you get their attention and hold it?
It’s still possible to get someone’s attention quickly.You

can do it within seconds if you do it right.And when you do
it right, it could mean an abundance of sales.

All of this was proven in the 1930s by a man known for

selling the sizzle, not the steak.

The 10-Second Trance Induction


Buying Trances A New Psychology of Sales and Marketing (116)


Elmer Wheeler founded the Tested Selling Institute back in
the 1930s. He wrote many books, such asTested Sentences That
andWord Magic. Wheeler proved that people have a men-
tal window of 10 seconds. If you don’t grab their attention in
10 seconds, they will go back to their current trance and tune
you out.

Wheeler’s method was to write dozens of word combina-

tions, or Tested Selling Sentences, for any product he was try-
ing to promote. He then tested them all, either on friends or, if
the client would stand for it, on customers, until he found the
perfect phrase.

In one 10-year period he tested 105,000 sentences for 5,000

products. He eliminated just about 100,000 sentences. For ex-
ample, in seeking the sizzle in Barbasol, he tested 141 sen-
tences. He finally selected: “How would you like to cut your
shaving time in half?” This boosted Barbasol sales 300 percent.

When Texaco needed a sales kick, Wheeler studied gas sta-

tions and noticed the clerks were asking, “Check your oil to-
day?” Wheeler came up with the more hypnotic question, “Is
your oil at the proper level today?” For these eight words,
Texaco paid Wheeler $5,000. This was $625 a word in the
1930s—the time of Depression-eraAmerica.

Wheeler worked out the malted-milk-and-egg technique

forAbraham & Straus, so that the stores might sell more eggs
at their soda fountains. He not only devised the phrase “One
or two eggs today?” but also planned the gesture of the clerk
holding an egg in each hand.

In each situation Wheeler devised a fast attention-getting

statement to grab a person from the trance they were in and
get them into his trance, which usually led to a sale.As
Wheeler pointed out in his famous talk, “Magic Words That
Make People Buy”:

You have only 10 short seconds in which to catch the fleeting in-
terest of the other person, and if in those short 10 seconds you


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (117)

don’t say something mighty important, that prospect is going to
leave you mentally if he has not already left you physically.

When you approach anyone in any way, you have a bare 10

seconds to get them out of their trance state. One way to ap-
proach them is what I described in the preceding chapter:
you join them by agreeing with them. But another approach
is to jolt them, pleasantly, out of their trance long enough for
you to get them focused on your message.

Here’s how to do it.


“Step right up!”

That’s the call of the carnival barker and the subtle com-

mand of the infomercial host. It works virtually every time,
too. People line up to buy $1 mice that move by magic, as
well as exercise equipment that costs hundreds of dollars—
only to be used as a clothes hanger later.

The secret art of the pitchmen has been used to sell Ginzu

knifes, Pocket Fishermen, Potato Guns, Steam Magic, D-Frost
Wonders, and Topsy Tail Hair Curlers. None of these items
are essential to life, yet people spend their hard-earned
money to buy them.

How is this possible? What do pitchmen on television or in

the fairs know that we don’t? How are they able to grab and
hold attention, and then get people to part with their money
when they were never in a buying mood to begin with?

Pitchmen—those barkers at sideshows or trade shows—

know how to get attention. They may do it with food, magic,
models, displays, or any other visual or by inviting you to see
whatever awaits behind the curtain.

But what about those who useonlywords to grab attention?


Nerissa and I were walking through a shopping mall one day,
waiting to see a movie playing a little later in the day.As we

The 10-Second Trance Induction


Buying Trances A New Psychology of Sales and Marketing (118)

strolled along, a young man at a center kiosk looked at Ner-
issa and asked, “May I see your hand for a second?”

Nerissa held out her hand. The man held it, said it was

beautiful and soft, and from there Nerissa was putty in his
hands. She listened as he energetically described his line of
skin lotions, powders, fingernail protectors, and so on.

I didn’t understand most of it. But I was mesmerized by

how this complete stranger stopped us with just eight words,
delivered in under 10 seconds. By the time we left his booth,
we had bought $300 worth of products, including a sea salt
bath and complete full-body mud pack for me!

How did this happen? While the other clerks at the other

kiosks sat and waited for customers to walk up to them and
say something, this enterprising young man took matters into
his own hands. He invited us into his Buying Trance by doing
one thing: asking a question.


If Elmer Wheeler tested 105,000 sentences on 5,000 products,
you can easily imagine that finding the right question or the
right statement for your audience will take some research.
But here are some pointers.

Ask Open-Ended Questions

If you ask any question that can be answered with a yes or a
no, chances are high the prospect will answer with a no and
break the trance.Although the fellow selling skin products
asked Nerissa a question that she could have said no to, it
worked. He might still polish his induction with something
like “How soft is your hand?”

Ask Which, Not What

This was a tip from Elmer Wheeler. He strongly advised
salespeople to give customers a choice between two items be-
ing offered. “Do you want to meet on Wednesday or Friday?”


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (119)

is stronger than “Do you want to meet on Friday?”Asking
“Do you want large or extra-large?” presupposes someone
wants a substantial order, and leads them to choose between
two things you wouldn’t mind selling anyway.

Ask Inward-Oriented Questions

When you ask someone to imagine something or to remem-
ber something, you send them into an internal trance state.
“What would happen if you could imagine the last time you
told a story and people were riveted by your message?” leads
the person into a memory or trance. “Imagine closing more
sales when you begin to master the Buying Trance.”

Make an Unusual Claim

When my book,The Seven Lost Secrets of Success, first came out
in 1992, I wanted to say something that would grab people’s
attention. My publisher, Jim Chandler, and I came up with
the idea of this bold guarantee: “Use the principles in this
book for six months. If you don’t see a 50 percent increase in
your business, we’ll refund your money.”

I went on one radio show, stated the guarantee, and a

group of six salespeople who were listening as they drove out
of town stopped, turned around, and went to the local book-
store to buy six copies of the book. My unusual claim got
their attention. When you consider that these men wereleav-
ing town
and made new plans based on my hypnotic state-
ment, you get a sense of the power of these methods.

Dr. Marc Gitterle and I did the same thing when we an-

nounced his cholesterol-lowering natural supplement for-
mula. We put up a web site at and
said, “Lower your cholesterol in 30 days or your money
back.” This simple statement was an unusual claim, because
most medical products don’t come with guarantees.As a re-
sult, we grabbed people from their trance and brought them
into ours.

The 10-Second Trance Induction


Buying Trances A New Psychology of Sales and Marketing (120)

Ask a Question They Can’t Answer

I often engage my audience by telling them, “I know three
words that will cause you to give me all of your money.”
Everyone stops. They stare. They run through their minds,
wondering what the three words are. This is the same power
of a trivia question. No one really cares about the answer, but
thenot knowingis something that shakes people from their
current trances. In my talks, I rarely tell audiences what the
three words are until the event is over—and sometimes I for-
get to tell them.

State Something Impossible to Believe

One of my favorite tricks is to write a headline that is so pre-
posterous that you have to awaken from your current preoc-
cupation and take a look at the message. I used this headline
on one of my blog postings: “The Internet Was Destroyed
Last Night.” Obviously the Internet was not destroyed, but
the wild statement got attention.

This is the same technique used by tabloids, which pull

people into their stories with outrageous headlines, such as
“Baby Gives Birth to Elvis” or “Cow Discovered to Be Roy-
alty.” I’m not suggesting that you write the ridiculous, but
that you instead focus on the fact that your audience is preoc-
cupied. Give them a strong headline or statement to grab
their attention, and then make the statement connect to your
message. For example, my blog post went on to make a very
logical and stimulating point. Here it is:

The InternetWas Destroyed Last Night

I just heard that the Internet was destroyed last night.

I’m shocked, too.

I’ll tell you about it in a moment, but first—


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (121)

I’m reading a terrific new book calledIdealized Design.

It’s by Russell L.Ackoff, Jason Magidson, and Herbert
Addison and published byWharton School Publishing,
which has been publishing some works of genius such
as the earlier masterpiece,The Power of Impossible

by JerryWind and Colin Crook (www

This is another work of genius. It’s basically about how
to create the future for your business (or your personal
life) by focusing onwhat you desireand not on what you
already have.

The book reminds me ofThe AttractorFactor(www but with a much more corporate
focus. In fact, the book’s cover carries the phrase
“Creating an Organization’s Future.”

But the principles in the book are pureAttractor Factor
andThe Secret(

For example, one of their guidelines is “Focus on what
you would like to have if you could have whatever you
want ideally,noton what you do not want.”

My favorite part of the whole book (so far) is where you
pretend that the business you want to improve was
destroyed last night.

It’s gone.

Burned to the ground.


Now you are in a wonderful place where you can
envision how you wish the business would have been in
an ideal world.

From your vision, you can work backward to figure out
the steps needed to create it.

The 10-Second Trance Induction


Buying Trances A New Psychology of Sales and Marketing (122)

This reengineering type of concept is brought to life in
the most riveting way by Russell L.Ackoff, when he
opens the book by telling the story of how a CEO of Bell
Laboratories walked in one day and announced,
“Gentlemen, the telephone system of the United States
was destroyed last night.”

As a result of that announcement, which of course
wasn’t true, the audience was able to free their minds to
go on and create what we now take for granted, such as
touch-tone dialing, caller ID, speakerphones, and so on.

So—if the Internet did in fact collapse last night, how
would you rebuild it?

What would your vision look like?

Ao Akua



Again, your audience is not thinking about you.
They are thinking of themselves.
You need a good awakener to get their attention. From

there, you can lead them to the Buying Trance you want them
to be in.


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Buying Trances A New Psychology of Sales and Marketing (123)




















amed copywriter David Garfinkel teaches people
how to use headlines to break the preoccupation

they have or trance they are in. I interviewed David for my
Hypnotic Gold membership program (www.hypnoticgold
.com).He explained that because people are preoccupied with
their thoughts, their lives, their problems, and more, you
have to approach them carefully. Say the wrong thing and
your prospect may simply turn a deaf ear or a blind eye.
David said one of the best headline templates to use is this

“Who else wants to (fill in the blank)?”


Buying Trances A New Psychology of Sales and Marketing (124)

The idea here is to “call out” your target audience with

a promise of a benefit they will be glad to hear about. For

“Who else wants to heal their back pain?”

The words “who else” suggest others have already solved

the problem. The “heal back pain” is the end result they will
want. That’s the formula. This format can be used in any
business. The key is to remember to end it with a resulting
benefit people desire. Here are a few other examples:

“Who else wants to make more sales easily?”

“Who else wants to lower their cholesterol with”

“Who else wants to have younger-looking skin?”

In one of my previous books,Hypnotic Writing, I list 30

ways to write headlines or improve existing headlines to get
attention. These are tested ways to grab people’s attention
when they are preoccupied, and direct them to your sales
presentation. Here are three of those proven ways, to help
you think about awakening people by taking them from their
trance into yours:


Use the wordWantedin your headline.

Everyone stops and looks to see what is wanted. It in-

trigues them. It stirs their curiosity. It canbeginthe
process of a Buying Trance, which is the job of any hyp-
notic headline.


Use the wordWarningin your headline.

Like the wordwanted, the wordwarningalso halts

people. They want to know what they are being warned
about.Again, it plays on their curiosity.


Use the wordWhyin your headline.

The wordwhybegins the process of opening a per-

son’s mind. Everyone wants to know the reason behind
things, even if those things seem trivial.


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Buying Trances A New Psychology of Sales and Marketing (125)

Before we leave this chapter, let me give you a powerful

hypnotic headline that works virtually every time you use


Robert Collier, author ofThe Robert Collier Letter Book, wrote
about a headline template he used back in the 1940s that still
works today. Collier was one of the most powerful and suc-
cessful sales letter writers of his generation. He’s considered a
legend today. His book is a masterpiece. He said:

The “Give me 5 minutes” approach, for instance....Youcan use
it to sell relief for athlete’s foot, as in—”Give me 5 days, and I’ll
give you relief from itching feet.” Or a new dance step—”Give
me 15 minutes and I’ll give you the secret of dancing to the new
slow-time music.” Or a new car—”Give me 5 minutes and I’ll
give you a new sensation in riding comfort.”

Try it for yourself. Pick something you want to write a

sales letter about. Let’s say it’s an insurance service.Your
headline might be:

“Give me five minutes and I’ll show you the best way to
save money on your insurance.”

When I taught a class on how to write your own book, one

of my headlines began as follows:

“Give me six days and I’ll show you how to write your
very own book.”

As you can imagine, you can use this one headline as a

way to generate headlines of your own.

Another famous headline that gets rephrased a lot is this

one by the great copywriter John Caples, which first ran in

“They Laughed When I Sat Down at the Piano—But When
I Started To Play ...!”

Who Else Wants to Write a Headline That Always Works?


Buying Trances A New Psychology of Sales and Marketing (126)

Every month I see some new variation of this one proven

headline. In a recent magic magazine I even saw, “They
laughed when I said I was going to be a magician—until they
saw my first check!”


The whole idea behind this secret is to learn how to adapt
proven headlines and sales concepts to your own sales letters.
Looking at tested, proven headlines can inspire you. Here are
a few for you to chew on. See if you can determine what
makes them work:

“Check the kind of bodyYOU want.”

“IsYOUR home picture-poor?”

“How a ‘Fool Stunt’ Made Me a Star Salesman”

“How I Improved My Memory in One Evening”

“Why Some Foods ‘Explode’ inYour Stomach”

“When Doctors ‘Feel Rotten’ this is what they do.”

“Girls ...Want quick curls?”

“Play guitar in seven days or your money back.”

“They thought I was crazy to ship LIVE MARINE
LOBSTERS as far as 1,800 miles from the ocean.”

“Answer these questions and work out the date of your
own death.”

You’ll notice most successful hypnotic headlines pull

people into the sales letter. They generate curiosity,as in
the one about why some foods explode in your stomach. Or
they ask you a question. “Do you make these mistakes in
English?” was a headline so intriguing it ran unchanged for
40 years! Or they urge you to answer their questions (as in
the headline about working out the date of your own


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (127)

The key point is this:Aheadline has to call out your key

audience (such as “Girls ...”) and at the same time promise
them a benefit that intrigues them. Do that and you’re well on
the way to starting a sales letter that is truly hypnotic.

And that’s how youbegina Buying Trance.
Where do you go from the headline?

Who Else Wants to Write a Headline That Always Works?


Buying Trances A New Psychology of Sales and Marketing (128)

Buying Trances A New Psychology of Sales and Marketing (129)

















n a warm, sunny day inAugust 1996 I knelt over
the grave of P. T. Barnum and had one of the

most remarkable experiences of my life.

I had begun researching the famous showman in order to

write my book about his business secrets,There’s a Customer
Born Every Minute
. I had visited the Barnum Museum; done
research at the Historical Library in Bridgeport, Connecticut;
and met with Barnum scholars, biographers, and collectors of
his writings. I wanted to visit Barnum’s grave and pay my re-
spects. Little did I know that the incredible, magical experi-
ence would change my life forever.

Recently I went online to hunt for old books by some of my

favorite authors. This time I went after anything by Robert
Collier, mail-order advertising genius and author of such


Buying Trances A New Psychology of Sales and Marketing (130)

classic books asThe Secret of the AgesandThe Robert Collier
Letter Book

I typed in his name at one of my favorite book search en-

gines (which I’m going to keep a secret as long as I can), and
to my amazement several new (to me) titles came up. I stared
wide-eyed, my mouth open, as I saw that someone had two
issues of a magazine Collier edited in the late 1920s called
Mind, Inc.

I couldn’t believe it. I immediately grabbed the phone,

called, and bought those magazines.Afew days later they

I opened the brown package, my heart racing with excite-

ment, and nearly drooled as I slid the little paperback-sized
magazines onto my desk. They were well worn but intact. I
thumbed through them and marveled at my find. Here were
new articles by one of my heroes, my mentor, a man who
changed my life not once but twice with his books. I felt like a
happy child on Christmas morning, getting the gifts he
longed for and needed most.

As I looked over the two magazines, something shifted in

me. I saw an advertising technique at work that seemed hyp-
notic in power. I had one of those “aha!” experiences great in-
ventors write about. I held one of the issues in my hand and
read the back cover. Collier had an ad there that began—

“How can I tell if I am working aright?” many people ask.

There is an easy, simple rule. With it in front of him, not even a

child could go wrong. Just ask yourself one question. If your an-
swer is “Yes,” you are on the wrong track, and you will never
make much progress, until you get off it and on the right track.

If your answer is “No,” then you are working in the right di-

rection, and you have only to keep it up to attain any goal you

That question is the basis of the Lesson in the next issue of

“Mind, Inc.” If you are looking for a road map to guide you
through the mental realm, send for it!


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (131)

Did you catch what Collier did?
Let me give you another example. This one comes from

Collier’s editorial in the opening pages of the other issue I

Dear Reader:

Twelve years ago, the three examining physicians at the head

office of the Life Extension Institute made a thorough physical
examination of the writer. They had him hop and jump and do
sundry things to stir his heart into action, then they listened with
their stethoscopes and nodded knowingly to each other, finally
gathering in a corner to whisper earnestly together, with many a
meaningful glance in the writer’s direction.

The upshot of their conference was a solemn warning against

all forms of violent exercise. The heart was dangerously affected,
in their opinion. Tennis, horseback, swimming—all these were
taboo. Even running for a street car was likely to result disas-
trously. If the writer wanted excitement, he might walk (as long
as he did it sedately) or crawl about the floor on all fours!

That was twelve years ago, remember.Afew months back, he

had occasion to be examined for life insurance. The examining
physician knew of the Life Extension Institute findings, so he
asked the Head Examiner of his company to check his report. The
Head Examiner came, made the same exhaustive heart tests as the
Institute and put away his instruments with a chuckle. “When you
get ready to pass out,” he said, “they’ll have to take out that heart
and hit it with a rock to make it stop beating. Work, play, do any-
thing you like in reason. The heart can stand anything you can!”

What made the difference? Perhaps the following lesson may

give you an indication.

Collier did it again!
Did you catch his method?
Collier told you just enough to intrigue you, to get you

hooked, to get you interested—and then hestopped!

In the first example he cleverly trapped you into wanting to

know the question he kept referring to. But he never told you

What Is the All-Time Best Trance Inducer?


Buying Trances A New Psychology of Sales and Marketing (132)

the question. He snared you and then asked you to send for
the next lesson, where the mystery of the question would be
revealed. How could anyone not send for it? I sat at my desk
reading Collier’s ad more than 70 years after he wrote it and I
wanted to send in the coupon, too. But Collier is long dead.

I’ll never know the question unless I’m lucky enough find

a copy of the next issue!

In the second example Collier cleverly told you an intrigu-

ing story, asked the question that every reader would then
have on his or her mind—but then didn’t answer it!Again,
Collier generated interest, and then told you to read the mag-
azine to find the answer. Talk about hypnotic writing!

And that’s how you get people to read your sales material.

You pull them into it.You grab their attention, keep them
reading, get them wanting what you have, and then—stop
and tell them to send in a check or call you to get what they
now so strongly desire.

Did you notice how I began this chapter? I used the Robert

Collier technique to hypnotize you into reading more.

I started by saying I had an experience at Barnum’s grave.

What was the experience? What happened?

All of these are questions in your mind as you read the

opening. It’s hypnotic.And if you’ve read this far, you know
the method works.

The next time you want to write something and be sure

people actually read it, remember the Robert Collier tech-
nique. Start by writing about something that will interest the
people you are addressing. Tell them an interesting story. Get
them wondering about something that they want to know
more about.And thenstop. Change direction. Write about
something else that may still be related to the opening, but
don’t resolve the opening until the end of the article—and
maybe not even there. Maybe you’ll want people to send in a
coupon or call you for the answer. Here’s an example.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (133)

I started this chapter telling you I had a memorable experi-

ence at P. T. Barnum’s grave. Do you want to know what hap-
pened? Of course you do. Well, I reveal the whole astonishing
story in my new book,There’s a Customer Born Every Minute.

See how the Robert Collier technique works?You probably

won’t be able to sleep at night until you get my new book.
Heh heh heh.


Here’s another example of how I use the power of curiosity to
motivate people to go to a web site. This is from my blog.

My UltimateWriting Secret:
An Exclusive Confession

I’m going to tell you my ultimate writing secret.

I’ve never revealed it before.

I’m willing to bet no other writer alive or dead ever used
this method.

Shakespeare didn’t do it.

Hemingway didn’t do it.

Your favorite novelist or copywriter doesn’t do it.

But I do.

And it’s the main reason my books, sales letters, articles,
e-mails, web sites, and even blog posts seem to keep
people riveted to my words.

It’s not the words ... but what I am doing as I write the

It’s one of the reasons my books become #1 best sellers
and my sales letters melt down the walls of resistance in
people and break all known profit records.

What Is the All-Time Best Trance Inducer?


Buying Trances A New Psychology of Sales and Marketing (134)

So here’s my ultimate writing secret:

As I am writing anything—including this very blog
entry—I am silently chanting three magic phrases in my

I am not writing the magic phrases.You won’t find them
in this post. But I am saying them, silently, in the back of
my mind, as I write these words to you.

If you’d like to know what the three magic phrases are,
take a moment and poke your head in the door over at

Ao Akua



PS—I silently chanted the three magic phrases as I wrote
this post and I am saying them in my mind right now as I
write this PS. Can you guess what the three lines are? If
so, or if not, go see

After you’ve read my blog entry, you should be scrambling

to get to the web site mentioned in the post.You’re curious.
This should be obvious evidence that curiosity is one of the
most powerful tools in your magic bag of tricks to get people
into your Buying Trance.

And if you’rereallycurious about how to use Buying

Trances to get people to buy virtually anything, then just turn
to the next chapter.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (135)














ow do you sell a T-shirt, anyway?

I mean, nobody really needs one. Many places

give them away as promotional items.And there isn’t a short-
age of them in the world. They aren’t food, water, or shelter.
They aren’t essential. No one will die without one.

So why would anyone buy one of mine?
Those were the thoughts I wrestled with after artistAndy

Dooley created a beautiful T-shirt design to celebrate my
book,Life’s Missing Instruction Manual.

Now that I have a shirt, how do I sell it?
I rummaged through my brain as well as my library and

stumbled acrossAristotle.You may remember him. He was
an ancient Greek rhetorician who created a four-point system
for persuasion. That system has never been improved on in


Buying Trances A New Psychology of Sales and Marketing (136)

the last 2,000 years. In brief, his logical four-step “arrange-
ment” (asAristotle called it) looks like this:


Exordium.Ashocking statement or story to get attention.


Narratio.You pose the problem the reader/listener is


Confirmatio.You offer a solution to the problem.


Peroratio.You state the benefits of action.

This should look a little familiar to you. It’s very similar to

the classic advertising formula known asAIDA: attention, in-
terest, desire, action.

Because of both of those formulas, most of my sales-oriented

writing follows along the easy path of answering these


Are you getting attention with your opening?


Are you stating a problem the reader cares about?


Are you offering a solution that really works?


Are you asking the reader to take action?

Okay.You got that. But how does it help me sell T-shirts?
Well, let’s see.
First, my opening has to grab attention.
So what if I said something like, “How can you wear a

painting that will increase your sex appeal?” Food, sex, and
money are notorious attention-getters.

Second, now I have to state a problem.
So maybe I can ask, “Are you tired of wearing ratty T-shirts

from the local pub or grill? Wouldn’t you like to wear some-
thing that makes you feel great, that reminds you—as well as
the people who are attracted to you—to go for your dreams?”

Third, now I have to explain my solution.
“Famous artistAndy Dooley, who has designed T-shirts

sold at Disney World and around the world, has just created
an original work of art. This art is beautiful, colorful, and


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (137)

charged with the feelings that attract prosperity, love, and
healing—all the things you loved in my book,The Attractor

Fourth, to wrap up, I need to now ask for action.
“You can only get this limited-edition, original work of art

directly from me. Just go to my web site at
and you’ll see the T-shirt design. For every three shirts you
buy, I’ll send you one free. Sizes are Large and X-Large only.”

Wow! I did it!
I spontaneously created a sales piece by followingAristo-

tle’s 2,400-year-old four-step plan.

You can do this, too. For anything you want to sell, simply

ask yourself these questions:


Are you getting attention with your opening?


Are you stating a problem the reader cares about?


Are you offering a solution that really works?


Are you asking the reader to take action?

Now go and makeAristotle proud!

How to Get People to Buy Virtually Anything


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Buying Trances A New Psychology of Sales and Marketing (139)



















love magic. I’m a lifetime member of the Society of
American Magicians, the organization Harry Hou-

dini started back in the early 1900s. I know many magicians
and often attend magic conventions and shows. I haunt the
dealer room, where magic tricks are sold. I’m looking for the
tricks that make people gasp in surprise and delight.

Unfortunately, most magic is on the level of a prank or

kid’s joke. That’s not for me, so most magic that I see disap-
points me.

But one day I met a magic dealer at a convention who was

very friendly. He took his time with me, listened to my
needs, and then responded with some truly hypnotic stories.
Here’s an example.

“I went into one of those big discount stores,” Mr.

Williams, the dealer, began. “The woman behind the counter


Buying Trances A New Psychology of Sales and Marketing (140)

seemed bored so I decided to do a little magic to liven up her
day. I asked her to pretend I had a deck of cards in my hand. I
then let her shuffle the make-believe cards, cut them, deal
them out, and pick any card she wanted. Remember, all of
this was done in her head.”

Mr. Williams went on, “After I let her choose her card, I

asked if she wanted to change her selection. She said no. I
then announced that her card was the seven of spades.”

Mr. Williams paused before telling me what happened


“Well, you could hear this woman’s scream all throughout

the store. But the story doesn’t end there,” he continued.

“There was a man and his son who heard the scream and

came over to see what had happened. The woman pointed at
me and said, ‘He just fried me by reading my mind!’ They
were all as white as ghosts after that.”

As this magic dealer told the story, I could see it all hap-

pening in my mind. The details were rich enough to help me
picture it in my head.And when he said the woman
screamed, I felt that rush of excitement that said,“Get that
trick, Joe!”

And yes, I bought that trick.
And quite a few others.
This same dealer told me two more stories, about magic

tricks he did for people and their reactions to them. In every
case I was there, mentally, and I ended up buying the tricks.

If you haven’t caught on yet, this is hypnotic selling at work.
I’m sure the magic dealer has no idea what hypnotic sell-

ing is. He doesn’t know what the phrase Buying Trance
means. He does this selling magic naturally. So let’s review
three key points to discover how he pulled off this “trick”:


He listened to me.

He couldn’t offer any suggestions or stories to me un-

til he first knew what I wanted. So he probed to discover


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (141)

that I wanted magic that made people gasp. That clued
him to what he should offer me. Had I said I wanted
magic for kids, I’m sure he would have told me a story
about performing magic for children. He tailored his
story to me. By doing so, he met me in my existing trance.


He told true stories.

He didn’t make up his stories. He told me exactly

what happened when he used these tricks in the real
world. That subliminally communicated to me that he
was honest and that these tricks would work for me,
too. People are always making conclusions based on the
little information you tell them.Always be honest, so
trust is there when it’s time for the order.Again, people
buy only from people they know, like, and respect.


He used lots of details.

He told me what store he went to, the name of the

woman he performed the trick for (I left them out of this
chapter, though, to respect their privacy), and all the de-
tails of her reaction. This brought the story to life in my
mind and made it easy for me to see myself performing
and receiving the applause. People will generally live
out in their heads the story you tell them. The more
specifics you can offer, the easier it will be for them to re-
late to your story.

You get the idea. The Buying Trance is all about delivering

a message to people that fits whattheyare looking for and
that is delivered in a vivid way.

Do this and you’ll see real magic. People will marvel at

your storytelling skills—and they’ll pay you real money, too.

And that’s the best trick of all.

The magic dealer was Emory Williams Jr. (www

How to Create a Magical On-the-Spot Buying Trance


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Buying Trances A New Psychology of Sales and Marketing (143)
















don’t blame you if you saw this chapter listed in the
Table of Contents and then jumped to this page. Be-

fore you read too far past this sentence, though, stop and ask
yourselfwhyyou skipped to this chapter.

My guess is that the title tickled your curiosity, which

you’ve already learned is a powerful hypnotic trance inducer.

I would also guess that the title suggested that all you need

to read is this single chapter to understand the entire concept
of the Buying Trance, which means the title appealed to your
desire for instant gratification.

Whatever your reasons for flipping by everything else to

get to this chapter, it’s worth reflecting and learning from.
This behavior is exactly what your own clients and prospects
are going through: They are preoccupied in their own little


Buying Trances A New Psychology of Sales and Marketing (144)

worlds (their trances) and they want you to get to the point.
Meet them where they are already at, mentally, and you can
guide them to where you want them to go.

That’s how I gotyouhere.
Now let me give you a detailed explanation of how I im-

plement this process online, whenever I write sales letters, e-
mails, web sites content, or blogs.As you can imagine, the
online world is flooded with millions of web sites and the
potential for distraction is enormous. Getting people to your
web site or blog, and keeping them there, is the ultimate

I’ve found a way to succeed online using the Buying

Trance. I’ve never revealed this system before, so you’re in for
a treat. Pull up a chair and let’s get started.


To simplify the explanation of how I put people into a Buying
Trance online, I’ll use my blog as an example. (If you want to
see my blog, go to and look for the link to it
on the left. Click it and you’ll be there.)

Step 1: Choose your keyword.

The first thing I do when I want to write about something

on my blog is make a mental note of the subject. For exam-
ple, if I want to write about the cholesterol-lowering natural
supplement I’m an investor in (see,
I write down the keywordscholesterol lowering. If I want to
write about the fitness program I’m in, I might use the
keywordfitnessor maybeweight lossas my focal point. If
you’re about to write about your accounting service, you
might useaccountingas your keyword. While the keyword
is important, it’s simply a starting point, so don’t fret over
it or what you think it needs to be. Take your best edu-
cated guess.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (145)

Step 2: Do a keyword search.

I then go to and do a search for

words similar to my selected keyword. This is important.
Wordtracker is an online service that compiles a gigantic
database of words being searched online.You enter some
keywords (as in step 1) and Wordtracker tells you how of-
ten people search for them and, more importantly, offers
words you may not have considered that people are
searching for that tie in to what you want to write about.
Wordtracker will also tell you how many other sites are us-
ing those same keywords, so you are aware of the competi-
tion. In short, Wordtracker generates a list of optimal
keywords that you may want to consider using in your
writing to grab more traffic from people searching for

Step 3: Use the new keywords in your blog.

I then write my blog post using as many of those new

keywords as possible. In this way I am stuffing my blog en-
try withknownsearch terms, all of which arerelevantto my
blog entry for that day.

What this three-step formula does is help me meet people

where they arementally.Again, to create a Buying Trance, I
have to understand that people are preoccupied and I have to
meet themwhere they already are. Wordtracker reveals the
terms people are using to search online, which tells me what
is on their minds. When I use those very terms, I am meeting
people in their existing trances.

Let me walk you through an example so you understand

this even more clearly.


As I write this, I just opened a brand-new site at www.mrfire The goal of it is to sell a membership program
where people receive a DVD every month revealing fitness

The Most Important Chapter in This Entire Book


Buying Trances A New Psychology of Sales and Marketing (146)

and marketing secrets. I want to get people to the site, so they
will subscribe to my DVD program. One way I will tell peo-
ple about it is with a post on my blog. Here’s how I might go
about writing a post that ends up putting people into a Buy-
ing Trance.

First, I fire up I go into its “key-

word universe” search function, which allows great flexibility
in my detective work for the best keywords to use in my blog.
I’ll usefitness marketingas my key search phrase because the
site I want to promote covers two very popular areas—fitness
and marketing.

Wordtracker comes back with a long list of 300 related key-

words. Here are the first 100 from the list it generated for me:


Fitness marketing






Martial arts software


EFT processing












Health clubs




Martial arts schools marketing


ID cards


Third-party collections


Direct mail


Retention cards


Tournament insurance


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (147)


Graphic design


Third-party Credit Card Processing


Lead boxes


Third-party billing


Retention tools


Accident insurance




Martial arts services


Credit reporting




Martial arts school services


Membership cards






Computer software




ASF International






Marketing tools


Financial services


Receivables management


Martial arts school management software


Electronic funds transfer


Credit card processing


Karate software


Claims services


General insurance


Check-in software

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Buying Trances A New Psychology of Sales and Marketing (148)


Third-party EFT processing


School management services




Payment processing




Personal trainer


Health club


Personal trainer marketing






Marketing plan






Personal training










Odd jobs


Melbourne jobs


Dojang software


Finance and banking career in australia


Government jobs


Fitness business


Recruitment agencies


Jobs in Melbourne


Jobs online


Employment agencies


Job sites


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Buying Trances A New Psychology of Sales and Marketing (149)


Sydney jobs


Jobs in Sydney


Australian jobs


Adelaide jobs


Job searchAustralia


IT jobs


Employment Australia












Accounting jobs




Job search



My career


Fitness professionals


Jobs inAustralia


(Video) I Joined The Breakaway Movement So You Don't Have To




One career



Obviously, not every term on the list is relevant. What I do

next is select the meaningful terms to find out how popular
they are.Again, what I’m doing is hunting for the popular
relevant terms my prospects are currently using. That helps
reveal where their minds (trances) are at. In this case, just to

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Buying Trances A New Psychology of Sales and Marketing (150)

give you an example of how this works, I’ll select term 55,
“personal trainer marketing,” because I suspect personal
trainers might be interested in a monthly DVD on marketing
and fitness.

Wordtracker quickly comes back with 300 terms I might

use. Here are the top five phrases:


Personal fitness trainers


Fitness personal trainers


Personal fitness trainers for teens


Marketing yourself as a personal trainer


Personal trainer marketing

Wordtracker lets me dig deeper (“Dig” function) if I want

to see even more tangent words and phrases, all relevant to
the ones I have. If I don’t like what I see, I can always scrap
them or just hit the back button on my computer and go back
to the original list. In this case, I don’t like the phrases and
don’t feel they are relevant to my
site, so I just go back to my original list and choose something
else to search. In this case, I go back and select my original
search term:fitness marketing.As a result, Wordtracker gives
me this new list (partial):

Martial arts software

EFT processing

Health clubs


This list is a little more interesting, and I could work with

it. But I want to go deeper. So I’ll “dig” on the top phrase, “fit-
ness marketing,” to see what else surfaces. In this case, noth-
ing else surfaces, so I’m left with my original term, “fitness
marketing,” as well as the others on the first list.

With these keywords in mind, I write my blog, weaving in


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (151)

as many of the keyword search terms as possible. This is the
easiest part of the formula.You simply write your blog and
insert the phrases Wordtracker told you were relevant and
popular. For example, I might write my blog as follows:

My new site went live this morning at www.mrfiremeltdown
.com.Anyone interested in fitness marketing should take a look
at it. But I believe anyone wanting to know marketing for fitness
centers or wanting a marketing plan for fitness centers or even
people who want marketing software, especially personal train-
ers, would want this new DVD of the month.

Obviously, this is not my best hypnotic writing. Nor would

I leave it at that. It’s my first draft. I wrote it in three seconds
to show you how to embed Wordtracker’s results into a piece
of writing. I would not stop there in this process. I would take
the formula to the following final step:

I then write the blog entry using every hypnotic writing

trick in the book. I’d pull out a copy of my book,Hypnotic
, and brush up on the writing methods revealed in it.
The end result might be something like this:

The Marketing and Fitness Secrets of a Melting Mr. Fire

ScottYork came to my home gym yesterday and lit the torch un-
der my feet. It was day one for our monthly DVD described at

He taught me his unusual 30-minute fitness routine—the one

he used to lose 45 pounds.

He also spent time picking my brains about marketing.
I surprised him by some of the things I revealed about market-

ing and publicity.

He surprised me by teaching me that I don’t have to starve to

lose weight quickly and easily.

This is gonna be one collectible, unusual, and unforgettable


My new site went live this morning at www.mrfiremeltdown

.com.Anyone interested in fitness marketing should take a look

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Buying Trances A New Psychology of Sales and Marketing (152)

at it. But I believe anyone wanting to know marketing for fitness
centers or wanting a marketing plan for fitness centers or even
people who want marketing software, especially personal train-
ers, would want this new DVD of the month.

I think you can call it Marketing with Muscle.

As you can see, this three-step formula helps you uncover

the current trance people are in, so you are better equipped to
write blog posts (or web sites or e-mails) that speak to their
current interests. It’s a proven way to create a Buying Trance

Finally, here’s how the blog entry looked when it was fi-

nally posted:

Who ElseWants to Know the Marketing and Fitness
Secrets of a Melting Mr. Fire?

ScottYork came to my home gym yesterday
( and lit the torch under
my butt.

It was day one of filming for our monthly DVD
described at

I was a nervous wreck before we began. I didn’t know
what to expect.

Would Scott be a Navy SEALS take-no-prisoners

Would he ask me countless marketing questions while I
panted for air?

I’m relieved to say I survived it.

Scott taught me his unusual 30-minute fitness routine—
the one he used to lose 45 pounds.

He also spent time picking my brains about marketing.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (153)

I surprised him by some of the things I revealed about
marketing and publicity.

He surprised me by teaching me that I don’t have to
starve to lose weight quickly and easily.That was good
news, as just the day before I was feeling light-headed
from cutting back on my food and carbs. Scott pointed
out that you don’t need to suffer to lose weight and get

And I pointed out that people can succeed with
marketing if they do a few things consistently, like
model the great showman, P.T. Barnum, who knew the
value of publicity. (I wrote about Barnum in my book,
There’sA Customer Born Every Minute


This is gonna be one collectible, unusual, and
unforgettable DVD.

The marketing-fitness site went live yesterday morning

Anyone interested in fitness marketing should take a
look at it.

But I believe anyone wanting to know marketing for
fitness centers or wanting a marketing plan for fitness
centers or even people who want marketing software,
especially personal trainers, would want this new DVD
of the month.

I think you can call itMarketing with Muscle.

Ao Akua



PS—Scott just e-mailed me one of the workouts he
wants me to do.You’ll get to see me do them on the
monthly DVD.These are so intense that you may lose
weight justwatchingme work out!

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Buying Trances A New Psychology of Sales and Marketing (154)

As you can see, using Wordtracker to help you incorporate

the words and phrases people are currently searching for is a
little-known way to begin to put people into a Buying

But let me confess something to you about this method:As a

result of doing all of what I just explained to you, I learned that
the site I wanted to promote at
wasn’t working. It wasn’t what people wanted. Even though I
promoted it using every method I could think of, only one per-
son signed up for the DVD I was trying to sell.

What went wrong? I obviously focused on me, and not on

my prospects. While it seemed like a good idea at the time, by
focusing on my own weight loss, I wasn’t focusing on what the
viewer would get. In short, I was breaking the Buying Trance
state.As a result, I had to go back to the drawing board.


My partner on this project, ScottYork, and I talked over the
problem and we decided that people might want a body and
business contest. While there are numerous fitness contests
available, run by actors such as Sylvester Stallone and com-
panies such as EAS Inc., we had never heard of a bodyand
contest. The idea would have a contest where people
worked on their fitness, as well as their business. Whoever
showed the most transformation in both areas would win.

Scott and I decided to ask the market what they wanted.

We didn’t want to assume anything. Instead, we wanted to
find out the current trance of people. So we sent out a survey.
We asked if they wanted us to hold a fitness contest, a busi-
ness contest, or a combination of both. Toour surprise, the
vast majority of people wanted a “double-whammy” contest.
So that’s what we called it.You can see it described at

Was this new approach the ticket? Did this merge with the

existing trance of people?


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (155)

Apparently so. Within hours of our announcing it to a

small list, dozens of people downloaded our rules and regu-
lations.Afew went and ordered the products we offered on
the site, ranging from my recent book,There’s a Customer Born
Every Minute
, to my best-selling Nightingale-Conant audio
program,The Power of Outrageous Marketing, to the monthly
DVD we wanted people to subscribe to.

The point of this confession is that you may have to test to

find out what people want. Wordtracker and other tools can
help you target your market. But you always have to focus on
what people want, and not on what you want to sell, in order
to create that Buying Trance.

Finally, let’s end this chapter by showing you the e-mail we

sent to explain our new positioning.You’ll notice that this e-
mail is focused on the reader, and it tells a story, which easily
guides the reader into a Buying Trance. The letter is from my
partner and trainer, ScottYork.


Dr. Joe Vitale’s $150,000
Transformation Challenge!
This Is Exciting!
July 2006


Big and exciting news!

Dr. Vitale and I were having a gut wrenching training session recently
(well I was actually just training him) in Dr. Vitale’s home gym.

The Most Important Chapter in This Entire Book


Dr. Joe Vitale’

It’s a Double–Whammy of a Challenge!

Buying Trances A New Psychology of Sales and Marketing (156)

He was sweating and I was filming.

I was filming for our fitness and marketing DVD of the month series
for what started out as

It was another one of thoseelectrifyingtraining sessions where the
creativity was thick, the business andmarketing ideas were
- each better than the last.

As usual, the energy within those four walls of his home gym was

I was training Dr. Vitale as well as asking him tons of questions
about how to improve marketing, sales copy, create better websites,
newsletters, etc.

At this point, I have studied most all of Dr. Vitale’s work and so I
wanted to know the answers to the questions that no one has asked
him yet.

Sure, he got a little flustered at times.

Who wouldn’t? Here he was grunting and groaning while someone
was sticking a camera in his face asking him about marketing as
well as having him do “burpees” at the same time!

Some of my fellow trainers out there reading this know exactly what
I’m talking about and I can almost hear them chuckling.

As you might already know, some of the best
ideas come to you when you are engaging in
physical activity.

Or soon after.

I left Dr. Vitale’s gym that day, my head buzzing, with money-
making ideas to last me 2 years!

My wife always makes fun of me when I get home because she says
I have this “on top of the world” type of aura about me.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (157)

I’m a pretty positive guy to begin with but nothing takes the place of
hanging around Dr. Vitale for a few hours every Saturday at his
home gym.

He is a rarity. He is an absolute lightning rod for success and

If this guy doesn’t make you feel like you can unlock the treasure
chest of success, fulfillment, and happiness then you may as well
forget any sort of attempt at all.

I mean have you read “The AttractorFactor” or seen the movie
“The Secret”?

As if it’s not enough to see his BMW Z3, BMW 6 series, Nerissa’s
2007 Toyota Camry Hybrid (these cars have a great new look) and
his house, now he’s talking about buying the actor James Caan’s
2005 Bentley GT!

What does this guy know
that you and I can benefit

While Dr. Vitale is one of
the most down to earth and

unassuming people that you will ever meet (he just happens to like
cars),he turns into a marketing monsterwhen we start
filming this DVD of the month series.

I’ve learnedSO MUCHsince I’ve had the opportunity to train
him, eat with him, hang out with him and really, really get to
know him.

And so will you through these DVD’s.

I will make sure of it.

So, OK so I’m getting close to thebig announcement.

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Buying Trances A New Psychology of Sales and Marketing (158)

Upon my return from Dr. Vitale’s home, my wife and I were
discussing this project,

I said to her “You know, these DVD’s are really going to be great
and they are going to help so many people learn about marketing
and fitness.”

But something is still missing.”

I want this to be a crazy opportunity of a lifetime for as many
people as we can reach.

Something that no one has done before.

We began talking about the Body for Life transformation challenge
that Dr. Vitale is working towards.

My wife said “Why don’t you make this a Body and
Business Transformation Challenge?”


That was the missing ingredient.

That was the thing that will put this over the top and make it the most
talked about event in the marketing world!

And one person is going to become theGRAND CHAMPION!

I emailed Joe and told him about my wife’s idea (I wish I had
thought of it : ) and, of course, he loved it!

“Your wife is a genius!” he said.

For all of the details of this HUGE opportunity ($150,000.00 plus)
rush on over to and read all of the

Check out the blog, the entry kit, round dates, the rules and then
light a fire under your butt.

Because if this opportunity doesn’t, what will?


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (159)

Go to!

Best of Luck,

Scott (and Joe)

Contact Information
phone: 512-233-0756

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Buying Trances A New Psychology of Sales and Marketing (161)










raditional sales and marketing often urge you to
put people into a “yes” mind-set. The idea is to

get prospects saying yes to a series of questions. The more
you can get them to nod their head, the better the odds of
your making a sale when you ask them to buy.

The “yes” method is a hypnotic technique. But hypnotists

do it withagreement.Although leading people to say yes is a
smart move, a simpler, wiser, and more effective approach is
to get into agreement with them.

At the basic level, this means never arguing with them,

never countering their objections, and never making them
wrong.As I wrote in my book,Life’s Missing Instruction Man-
, you can avoid arguments and win friends simply by
never making someone wrong. Instead, agree with them.You
can always find something to agree on. When you do, you
create this hypnotic state of agreement.

Here’s an example of how this works.


Buying Trances A New Psychology of Sales and Marketing (162)


I bought my love a new car. She wanted a hybrid, which
saves gas by running on batteries part of the time. It had to be
special-ordered. Welooked in the brochures and decided on
the 2007 Toyota Camry hybrid. We picked the options and
color she wanted. Wewere told it would take seven weeks to
build overseas and then ship to us in the States. Weplaced
the order and made a deposit.After only a few weeks, the car
arrived. We went to see it last night.

Nerissa’s first impression was not good.
She didn’t like the car.
Here are a few reasons why:

•The car was parked under a red tent. That made the

silver-colored car look pink.

•The trunk in the car was very small, due to the huge bat-

teries back there.

•The car’s style didn’t match what we saw in the


•The car seemed smaller on the inside than what we


I wasn’t about to argue with Nerissa about the car. It’s her

car. It’s her choice to get what she loves. Besides, I didn’t have
any investment in buying that particular car. I wouldn’t make
any money buying it. In fact, since I was the one buying it as
a gift for her, I would be out a lot of money. So I kept my
mouth shut and simply supported Nerissa. But by now, she
had tears in her eyes. She was disappointed.

I wondered how the salesman would handle this situation.

Traditional car salespeople can be pushy. Since this gentle-
man was going to make a lot of money off of a cash sale,
rather than the lesser money he would make off a financed
sale, I knew he wouldn’t like Nerissa’s disappointment. He
didn’t want to lose the sale.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (163)

When the salesman returned, I told him, “We have a snag.”
I looked into his face and saw his eyes squint and his

breathing change. He was bracing himself for bad news.

“She doesn’t like the car,” I told him. I then told him why. I

went on to say, “We’d like to take some pictures of the car and
go home and think about it. We’ll let you know tomorrow if
we decide to buy it or not.”

The salesman nodded and said, “Okay, that sounds good.”

He then added, “What if you could take the car home for the

I thought that was brilliant, but Nerissa didn’t want the

obligation of having the car on her hands, or the pressure of
caring for something she might decide she doesn’t want. She
suggested we just go take more pictures of the car and talk
about it. The salesman agreed and let us go out to the car.

I have no idea if the salesman beat his head against the

wall after we left his office, or if he cursed us in his mind or
under his breath, but he never disagreed with us. His agree-
ment to something he clearly did not want was letting this
situation evolve in a more relaxed way.

Nerissa and I spent some time sitting with the car and talk-

ing. I didn’t argue with any of her feelings. I let her express
her concerns and process her thoughts. I let her know I was
fine if she wanted the car, and fine if she didn’t.

As we talked, I noticed her face relax. She went from hav-

ing tears in her eyes to a light in them. She went from a
flushed face to a radiant face. She went from a tense forehead
to a smooth one. By the time we went back inside the dealer-
ship, she had decided to buy the car. We did, too. It’s in our
garage as I write these words.


The point here is that arguing with people puts them into a
fight or flight trance. That’s not a Buying Trance. In order to
lead people into the trance you want them to go in, you need

The Hypnotic Power of Agreement


Buying Trances A New Psychology of Sales and Marketing (164)

to agree with them—no matter where they are when they
come to you. One way to create this agreement, without say-
ing a word, is demonstrated in the following story:

One night not long ago I watched a documentary on Mil-

ton Erickson. I noticed that he smiled a lot. Whenever some-
one came to him for therapy, he met them with this disarming
big smile and beaming, happy eyes.Although I never met Er-
ickson, whenever I think of his smile in that film, I smile. I in-
stantly like the man. I can imagine how easily he put his
clients into trance states because his smile helped them relax.
His smile helped them trust him.

I remember a client from years ago who said she kept a

mirror by her phone. Whenever she made a call or received a
call, she looked in the mirror and smiled. She knew that her
smile would change her voice. Even when her listener couldn’t
see her, they could feel the smile.

Agreat way to induce a trance is to smile.
Why not smile right now?


Buying Trances

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any so-called communication experts keep de-
claring that your mind cannot process a nega-

tive command. They say that “Don’t spill the milk” means
you’ll spill the milk. They say your mind doesn’t respond to
“don’t” and in fact skips over it.As a result, you end up see-
ing the rest of the statement as a command.You then spill
the milk.

I disagree. The very first words most children hear are

“No” and “Don’t.” We learn right away not to poop in our
pants, or eat the dirt, or swing the cat by the tail, or spill our
milk. The only reason we might still spill our milk is sheer
awkwardness or clumsiness, not because of a communica-
tion issue.

This is one of the things wrong with neuro-linguistic pro-

gramming (NLP) and other communication modalities that
claim to know how our brains work. They make wild claims
and act as if they are universal truths.Yet the truth is, no one
really knows how the brain works. We’re still learning. To say


Buying Trances A New Psychology of Sales and Marketing (166)

we don’t process negative commands is an arrogant state-
ment. It assumes godlike powers.And it’s wrong.

Look at the title of this chapter. I inserted the worddon’t.

Why? Because the word actually helps make the title more in-
teresting. It increases persuasion. Had I said, “Read ThisArti-
cle,” you mightnotread it simply because it seemed
uninteresting. But I added “Don’t,” and suddenly you’re cu-
rious. “Why doesn’t Joe want me to read this?” you wonder.
“Don’t” was seen and registered by your mind.You didn’t
miss it, did you?

Again, communication is more than assumptions about

how our minds process information.You learned what many
negative words meant before you were three years old.Your
unconscious mind is well aware of what they mean today.

Don’t tell others about this book.
Don’t pass this book to your coworkers or employees.
Don’t go buy all my books and tapes.
Don’t send me money.
You see the worddon’tand you’ll do what you please. If

you want to pass this book to friends, you will. If you don’t,
you won’t. My trying to trick you with a negative command
is ridiculous.You’re smarter than that, aren’t you?

Kevin Hogan, the author ofThe Psychology of Persuasion,

says, “Negative command words in general indicate the per-
son will remember or code in deeper whatever was dis-
cussed. This doesn’t mean they will act one way or the other.
It simply makes the command/idea/request more likely to
be remembered.”

Exactly. My adding “Don’t” to the title of this chapter sim-

ply made it more memorable. It didn’tmakeyou read this sec-
tion at all.

The only time the “don’t” trick works is to get someone to

thinkof something. In other words, if I say, “Don’t think of
Sophia Loren,” you can’t help but think of the famous actress.


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (167)

But thinking is different from action.Yes, thinking canleadto
action. But what we’re focusing on here is communication.

If I say, “Don’t think of buying my books,” you will think

of buying them, at least for a second.

But if I say, “Don’t buy my books,” it does not mean you

will run out and buy them.You are not a robot.

Careful use of negative commands is important when

weaving a Buying Trance. If you tell someone a negative,
thinking they will do the opposite of what you say, you may
break rapport and awaken the person.

For example, if you say, “Don’t buy this new car right

now,” you may shake the person’s trance because of the awk-
ward statement. But if you say, “Don’t buy this car until I’ve
answered all of your questions,” you may be closer to what
the person wants to hear.You’ll also be planting a presump-
tuous phrase that can lead to the sale. In other words, you are
saying, “Once I answer all of your questions, you will buy
this new car.”

Let’s wake up. Let’s realize that we are smarter than gener-

alized rules of language. Let’s stop pretending we are all
trained monkeys.

Don’t you agree?

Don’t Read This Chapter


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Buying Trances A New Psychology of Sales and Marketing (169)


















hat about running commercials on radio?

How do you write them so they create a Buy-

ing Trance in the people listening?

With so many stations playing everything from jazz to rap

and broadcasting political debates as well as weather reports,
how do you create a radio spot that gets heard?

I was once very resistant to running ads on the radio. Since

I come from the direct marketing school, which likes measur-
able results, radio seemed like throwing money at birds.You
pay your money, record the ads, hear them broadcast on the
air—and then they’re gone. It seemed pointless to me.

I knew you could create a two-step ad, of course. That’s

where you record and broadcast a radio spot that people
hear, which directs them to call a number or visit a web site.


Buying Trances A New Psychology of Sales and Marketing (170)

There’s nothing wrong with a two-step radio ad. But again,
how do you record one that people not only pay attention to,
but stop and act on?


One day I heard a radio commercial from Wendi Friesen.
Wendi runs the Internet’s largest hypnosis resource center.
She started her company with nothing, when she was broke
and desperate. Today her online business at
has millions of dollars of revenue a year. She has 17 employ-
ees and can hardly keep up with all the business. One of
Wendi’s marketing secrets is her radio spots. She spends $1
million a year to air her commercials.Apparently they work.

When I first heard a spot by Wendi, I was struck by how it

charmed me into listening to her. There were no bells and
whistles. No jingles. No music, stupid dialogue, jokes, or any-
thing else to distract me from her message. It was Wendi talk-
ing directly to me—at least that’s how it felt.As a result, I
never forgot her, her voice, or her web site. I’ve been a regular
customer of her site ever since.

But that’s not all that happened.


As a result of hearing Wendi’s hypnotic ads, I decided to run
some of my own. When I was preparing my national market-
ing strategy to promote my recent book,The Attractor Factor, I
budgeted a few thousand dollars for a week’s worth of radio
spots on satellite radio. I then went into the recording studio
and recorded a few commercials.

I modeled what Wendi had done: I spoke right to the lis-

tener. In the same way that I write my books or sales letters or
web sites, I pretended it was just you and me. This personal
style created a captivating hypnotic trance. While the words
can’t convey the power of the audio, here are a couple of the
scripts I used:


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (171)

Let me ask you a question: What are you attracting into your
life? I’ve learned that most of the self-help books and tapes out
there are missing a secret step—a step that you must have in or-
der to achieve the goals you say you want. If you don’t do this
missing step, you are not likely to get the result you say you
want.You’ll go on diets and fall off of them and wonder why.
You’ll try to get more money and always fall short.You’ll try to
get healthy or find the perfect love, but keep hitting a block.
What’s happening?Your inner state of mind, the one that is your
primary operating system, is not in alignment with your con-
scious intent. I’m Joe Vitale and I have a solution. It will all be re-
vealed onApril 5th. For now, go see
Remember, youcanhave what you want—once you know the se-
cret. See

Are you having trouble achieving your goals? Maybe you want
to lose weight but keep falling off your diet. Maybe you are try-
ing really hard to get healthy, or earn more money, or find the
perfect love, but something keeps stopping you. I’m here to tell
you it’s not your fault! Itisyour responsibility.You simply need
to know the five-step formula for getting clear so you can have,
do, or be whatever you want. I know you are skeptical. But thou-
sands have already proven that this system works. I’ll reveal it
all onApril 5th. For now, go see

Did the radio ads work?
The Attractor Factorbecame a #1 best seller online atAma-

zon. It also knocked out of first place the latest Harry Potter
book, which no other author or book had done for theprevi-
ous six months
. In short, the results were staggering.

When you consider recording your own radio spots, keep

in mind what I learned from Wendi:

•Speak to your listeners as if you are sitting across from

them. This means using a conversational voice.You
wouldn’t yell, scream, sing, or throw a fit to get the at-
tention of a prospect if you were standing in their office.
You’d be yourself. Be yourself on radio, too.

Listen to This:How to Create Buying Trances for Radio


Buying Trances A New Psychology of Sales and Marketing (172)

•Address what is on their minds, not yours. If you know

your target audience (and you should), then you have a
good sense of where they are mentally when your com-
mercial airs. Maybe they are working. Or they may be
driving. If so, you might begin your spot with words
that tie in to what your listeners are doing: “If you’re dri-
ving around the city right now, wondering where you’ll
eat for lunch, then let me tell you about this....”

•Tell them to do something.All ads need a call to action.

Tell your listeners what you want them to do. Wendi
asked people to visit her web site at I
asked people to see my web site at www.attractorfac- end with a direction.

As you can see, radio—or any audio media, such as pod-

casts—can be a vehicle for a Buying Trance.

But what about television and other video?


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (173)





















ne of the television commercials that I see almost
every night begins with the words, “Home own-

ers ...” The ad rarely changes. One time I noticed there was a
different spokesperson. But clearly the person speaking isn’t
as important as what he or she says.

Why does the ad begin with the words “Home owners”?
By now you should know that that phrase is speaking di-

rectly to the people the ad is designed to reach. It is meeting
them in their current trance state. Only home owners will be
interested in the ad. Only home owners should listen to the
ad, because the commercial is designed to sell refinancing of


Buying Trances A New Psychology of Sales and Marketing (174)

the homes of current owners. By calling out the home own-
ers, the ad is speaking the personal name of each viewer.

Let me put it this way: If your name is Mary and the tele-

vision commercial begins with, “Hi, Mary,” you would sit
up and take notice. Or if your name is Tony and the ad be-
gins, “Hello there, Tony,” you would pay attention—at least
long enough to understand whether the message is really
for you.

The same thing is happening with every television or

videotaped piece. The opening of it needs to merge with the
current mentality of the person watching it. If it doesn’t, there
won’t be a Buying Trance.

How do you create a Buying Trance in the visual world?
Let’s see.


If you keep in mind everything you’ve learned in this book so
far, creating a Buying Trance for any medium ought to be a
snap. For example:

Roy Garn taught us that people have four basic preoccupa-

tions: self-preservation, romance, money, and recognition. If
you take any one of them, you can use it to lead people into a
Buying Trance. If you want to address the money element,
you might begin your commercial or video with a focus on
money: “Are you looking for ways to save more money?”As
simple as that question is, it works because the vast majority
of people are interested in the subject.

By the same token, if you wanted to focus on the recogni-

tion strategy, you might begin your spot with something like,
“You could win a trip to Maui by entering the world’s first
body and business contest at”
With this approach you suggest the reward of standing out
from the crowd: recognition.

You can take any of Roy Garn’s insights or Elmer


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (175)

Wheeler’s points, and turn them into Buying Trances in the
visual world.

But you don’t have to stop there.


In one of my earlier books,The Seven Lost Secrets of Success, I
explained that people will spend their last nickel to have fun.
What they are doing is seeking relief, or escape, from the
boredom of their lives. Henry David Thoreau was right when
he said the average person led a life of quiet desperation.As a
result, people seek out fun.

In 2006 I held a publicity stunt called the Canine Concert. It

was an event where a band pretended to play music at a
sound level only dogs could hear. The stunt was a hoax to
bring attention to my book on P. T. Barnum, titledThere’s a
Customer Born Every Minute

We videotaped the entire event, of course. There were magi-

cians Kent Cummins and John Maverick; a living mermaid
and a fake mermaid; the localAustin, Texas, band called Porter
Davis; and more. It was a lively event on a hot day in Texas.
(You can see clips and pictures at

When Nerissa Oden edited the footage from the event to

make a DVD I would sell later, she made sure she added
upbeat music, humorous clips from interviews, shots of
dogs, and even one shot of a protesting cat. Why?All of
this was designed tohold people’s attention. The longer we
can hold attention, the longer they stay in the Buying

What did the DVD sell? Why did we want people to stay

focused on what they were watching?

Again, the event as well as the DVD were set up to bring

attention to my book on P. T. Barnum. What I obviously
wanted them to buy was the book.

Watch This:How to Create Buying Trances for Television or Video


Buying Trances A New Psychology of Sales and Marketing (176)


The key in creating Buying Trances in any visual medium is
the same as in creating a Buying Trance anywhere else—focus
on the prospect, not on you.

Why does this hold true in every medium? The answer is

in the bookWhat Happy Companies Know: How the New Science
of Happiness Can Change Your Company for the Better
, by Nan
Baker, Cathy Greenberg, and Collins Hemingway:

Humans went from the first powered airplane ride to a safe
round trip to the moon in 66 years, yet written and archeological
records show that human behavior, good and bad, both cultured
and cruel, is largely unchanged over at least the span of our writ-
ten history and possibly much longer.

While technology may change, people don’t.Appeal to

their interests—no matter what media you do it in—and you
will begin to put them into a Buying Trance.


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Buying Trances A New Psychology of Sales and Marketing (177)










here are several advanced methods of leading
someone into a Buying Trance. I wrote about a

few of them in my earlier book,Hypnotic Writing. In this
chapter I want to reveal an advanced covert method of lead-
ing people from where they are mentally to where you want
them to be: buying your goods.

I went to copywriter Harlan Kilstein and asked him for his

most record-breaking sales letter. Harlan is the author ofSteal
This Book! Million Dollar Sales Letters You Can Legally Steal to
Suck in Cash like a Vacuum on Steroids
. He’s a persuasion ex-
pert first and a copywriter second.As a result, he thinks in
terms of language and persuasion before he thinks in terms of
writing copy. I’ve seen many sales letters by him. More often
than not, they make me buy his product. That’s a good sign.
I’m not an easy mark. With that in mind, I wanted to know
his secrets for putting people into a Buying Trance. Before I


Buying Trances A New Psychology of Sales and Marketing (178)

tell you what those secrets are, read the letter he sent me. that
he wrote for Sylvia. Here it is:

Dear Spiritual Seeker:

On a beautiful late spring afternoon, twenty-five years ago, two
young women graduated from the same high school. They were
very much alike, these two young women. Both had been better than
average students, both were likeable and both—as young women
are—were filled with ambitious dreams for the future.

Recently, these women returned to their high school for their 25th

They were still very much alike. Both were happily married. Both
had beautiful children. And both, it turned out, had similar careers
and even lived in their old neighborhood.

But there was a difference. One of the women felt alone and
unloved. The other had every single one of her heart’s desires.

What Made The Difference?

Have you ever wondered, as have I, what makes such a dramatic
difference in people’s lives? It isn’t always money or talent or
hard work. It isn’t that one person wants success and the other


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Buying Trances A New Psychology of Sales and Marketing (179)

The difference lies in how attuned each person is to the spiritual
forces around them and how they can tap into that power to have a
more abundant life.

The difference lies in how you open yourself up to your personal
angels and spirit guides and allow them to bless your life.

And that is why I am writing to you today during this holiday
season. While most people are busy shopping and getting caught
up in all the excitement, the real purpose of this period is getting
connected to the powers of the universe. Discovering the ability to
tap into the source of ultimate power, meaning, happiness, love and

My Wish For You For The Holiday Season

You see, people like Montel and Larry King often ask me, “Sylvia,
what do you really want out of life?” And I always answer the same

My life’s dream is that you be as open as I am to the Spiritual world
around us. That you become in touch with your guides and that you
learn to trust them to lead you to the magical life that awaits your

Each day, people like you attain their fondest dreams, true love,
health, and abundance when you need it most.

And today I am really excited because you can help my dream
come true as you open up the door to a new life.

An Opportunity For You Unlike Any Other

Right now my fondest dream for you is to let me take you by the
hand and personally guide you through the spiritual maze to the pot
of gold on the other side.

What’s in your pot of gold? Is it true love? Is it health? Is it wealth
and abundance? Is it a more spirit filled life?

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Buying Trances A New Psychology of Sales and Marketing (180)

My personal promise to you is that I am going to give you the
opportunity to open your eyes and your heart to the other world—to
the world where all your dreams become real.

I have created a special course for you. I call it God, Creation and
Tools for Life. My teachings have three voices. Of course my own is
present, but I also have two communicating spirit guides, Francine
and Raheim, who are the major contributors. Francine’s voice is
audible to me but, as you know, relaying her information orally is not
the most efficient form of communication. By special arrangement
with God, I am able to allow Francine and Raheim to take control of
my body so that they can communicate directly with you.

Only You Can Make My Dreams For You Come True

Think of your deepest desire right now. The one that only you and
your angels know about. You know the one. We’re about to set out
on a journey to fulfill that dream.

In your unique course, I have given over hundreds of hours of
spiritual energy to be your guide, your teacher, and your confidant.
Through state-of-the-art technology, we will talk and you will share
your feelings. My meditations will guide you to that special place
where all your dreams come true.

With your permission, I would like to share the closing of a prayer
that I begin this course with: “We will truly be a light in a lonely
desert that enlightens many.”

Would you like to be that light to shine on the lives of those around
you as I have? Remember those two women that I talked about at
the beginning of this letter. Their lives were so similar and yet so
different. One was lonely and one was abundant.

What made their lives different? The ability to sense the richness of
the Divine in all creation. Come with me now on this journey.

Click here to join me on this journey


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (181)

A Life of Promise Awaits You – Now

This course has taken all of my energies. It is
filled with special audio meditations that will
speak to you on your computer. Each time you
listen to them, I transfer some of that psychic
energy to you.

I have included some of my very favorite
video clips. Wewill explore fear and betrayal, illness and
loneliness. And finally, we will graduate together to soul mates
and love.

You see, I would not be a very good teacher if I didn’t prepare you
for the different times of your life now, would I?

My life’s gift to you is the opportunity to join me in this

Francine has a gift for you as well. She wants
you to have my new book,Contacting Your
Spirit Guide
. In it is a beautiful CD with a
meditation on contacting your spirit guide.
Francine wants you to succeed at every step of
the way on our journey together.

Finally, Raheim has a gift for you too. He wants
to be part of your life as well and he wants to give
you a beautifully illustrated Heart and Soul card
deck. And I want you to know something - a deep
secret. If you prepare your heart and choose a card,
your own spirit guide will provide your answer.

Click here to join me on this journey

How You Can Invite Blessing into Your Life

Right now, my accountants and bookkeeper won’t talk to me. When
they heard what I wanted to do they were very upset. But then I told

ASecret Buying Trance Induction


Buying Trances A New Psychology of Sales and Marketing (182)

them how special you are to me. So they finally agreed. (It was
really the angels at work but don’t tell them!) So the deal is on for
just a short while.

For just 15 cents a day, you can have the spirit filled life of your
dreams. That’s all it takes. Your life with be enriched. Your prayers
will be answered.

Of course, if you called me by phone, it would cost $700 an hour
(when I’m available and there’s usually a waiting list).

But, until December 25, I am going to let you have our gifts for
you this season for just $59. That’s what has my accountants so

You see, each of the elements in the package is worth so much more

But you really are going to have to act quickly before they make me
withdraw this offer.

Right now, I want you to listen to the voice inside your heart that is
telling you to do this.

If you hear the call, order it now. If you only hear the whisper of the
angels’ wings on the breeze outside, you really need this to open
yourself up to the abundant love that awaits you.

Which of those two women do you want to be, lonely or abundant?

Click here to join me on this journey

The Conscious Guarantee: Weare willing to
take ALL the risk of your participation in this
system. Take the Tools for Life course and
follow the simple steps, the exercises, and the
action plan we have put together for you. If
for any reason you feel this course does not
deliver much more than the value you paid
for it, then simply let us know within 90 days


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (183)

and return the book/CD set and the cards and we will refund your
money, no questions asked.

The only reason we can make such an ironclad, 100% money back
guarantee is because we know that the information you are about to
receive will help you impact your life.

Love, Light and Abundant Blessings

Sylvia Browne

PS. You know I have never made an offer like this before. I’m so
excited that you are going to join me. Remember, I’m taking all the
risk here and your new more spiritual life is guaranteed.

PPS. Here’s the funny part. My accountants and bookkeeper just
joined in the Holiday spirit. They want to give you a special gift as
well. It’s a beautiful screensaver for your computer.

Click here to join me on this journey


Now here is Harlan’s explanation for the success of his letter:

This letter was the first sales letter I wrote for the company, Con-
scious One. They were just getting started on the Internet and
were not familiar with long-copy direct-sales letters. In the past
they had only used HTMLpostcards.

They had a holiday-themed e-mail that needed to go out and

they had a 36-hour deadline. I had never heard of Sylvia Browne
(note: a best-selling author of NewAge books) and hit the
ground running.

Most copywriters will recognize this letter as an imitation of

the famous Martin Conroy “Wall Street JournalLetter,” which
was one of the most successful direct-mail letters of all time. In
fact, theWSJletter was itself a swipe of a much earlier letter that
I’ve traced as far back as the late nineteenth century!

And here, I adapted a little bit of the tone of thatWSJletter as

well as the goal of moving readers in the direction of spirituality.

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Buying Trances A New Psychology of Sales and Marketing (184)

TheWSJletter was written to men and this letter was written

to women so the language reflects the effort of writing to the fe-
male audience. My training as a copywriter began with my stud-
ies of neuro-linguistic programming (NLP). Many people have
written about NLPas applied to writing, but they are generally
referring to extremely manipulative embedded commands such
as “Of course, you want to order right now, don’t you?” That’s
the kind of use of NLPthat gives it a bad name.

I’m all for the elegant use of NLP, and let me introduce you to

one of the concepts used in this letter: It’s callednested loops.

This methodology comes from the work of famed psychiatrist

Milton Erickson, who used a technique of embedding stories
within one another.

Here is a sample structure of nested loops:

Begin storyA.

Begin story B.

Begin story C.

Begin story D.

Give instructions.

End story D.

End story C.

End story B.

End storyA.

The use of this technique masks the fact that you are giving in-

structions. If you leave some of the loops open, you can create
amnesia and people will forget the instructions you want them
to follow.

So you need to close your loops.As you read the Sylvia

Browne letter, pay attention to the loops as I open and close
them. (Of course, none of this is in the originalWSJletter.)

One of the things I’ve done in this letter is introduce contro-

versy. If you’ll go through the letter to “HowYou Can Invite
Blessing intoYour Life,” you’ll see the section about “my ac-
countants and bookkeeper won’t talk to me” and how they


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (185)

don’t think that this deal is too good and, therefore, it’s a very
limited deal.

Now, the idea of controversy is disturbing to a lot of people

and, therefore, go down to the PPS of the letter and you see that
the accountants and the bookkeeper join in the holiday spirit and
they give you a gift as well.

If you do not resolve that controversy, if you do not resolve

the argument, there is an open loop in the person’s mind and, as
those who have studied NLPknow, opening loops but not clos-
ing them creates a risk of amnesia and that people are going to
forget exactly what you wanted them to do, which in this case
was to order.

Now a little bit of a technical problem was that this letter did

very well and Conscious One heard from the Hay House pub-
lishers that they didn’t want the letter going out with Sylvia
Browne’s name on it. So the first thing that we did was change
the signature to a female staff member at Conscious One. Today
it goes out with the name of Scott Martineau on it. Scott is the
president of Conscious One. The change in signature has not had
any impact on sales.

—Harlan Kilstein, EdD (


After reading Harlan Kilstein’s example and his explanation,
I decided to quickly write a sales letter using his nested loops
theory. Here’s the letter. See if you can spot the nested loop.

“I Demand $25,000.00”

Just discovered — The 1910 Secret ofPsychic

Demand—The Long Lost Method for Getting What

You Want — Guaranteed toAlwaysWork!

Introducing a rare volume in a lost scientific course on success.

This is the actual secret method used by Joseph, Abraham, Moses,
Plato, Phidias, Shakespeare and other legends throughout history.

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Buying Trances A New Psychology of Sales and Marketing (186)

Read this incredible true story and discover the secret that
commands the universe ... a secret you will be able to use, too ...
in only minutes from right now ...

Dear Friend,

“I Demand $25,000.00”

That’s what a sign in a beautiful gold frame read above the desk of
an executive’s office in the early 1900’s.

Many people looked at it. Some laughed. Some were curious. But
few knew what it meant.

Years later the same executive replaced the old gold framed sign
with a new one. This one read —

“I Demand $100,000.00”

Again, he left the sign on the wall above his desk. He rarely if ever
explained why it was there. Few people asked about it, oblivious to
what was actually happening.

And then again, years later, a new gold framed sign went above his
desk. This one read —

“I Demand $1,000,000.00”

What was the purpose of the signs?

Why were they in gold frames?

Why did they keep increasing in amounts?

You have to remember all of this was happening before 1910. Even
today, in 2006, those sums of money are impressive.

But to be demanding $25,000, or $100,000 orone million dollars
— in 1910?

That’s either ludicrous or ... miraculous.

I recently discovered a little booklet that explains what those
signs were doing and the science behind them.


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Buying Trances A New Psychology of Sales and Marketing (187)

I found the booklet and the story behind them rather ...

Let me tell you about it...

The Amazing Story Behind “Mastery of Success”

The booklet was by Frank Channing Haddock. You may or may not
know his name. He’s famous for a book titledPower of Will.

But few know he wrote a series of 30 little books, consisting of 60
lessons, calledMastery of Success. They’re rare to find in the
original set. And very expensive if you do manage to unearth a
complete set.

One of my readers found an incomplete set of the books one day
and offered them to me. While she loves my work, she didn’t just
hand the books over to me. I had to pay a hefty fee to own them.
But I gladly did. The books are worth gold.

When the big box of books arrived, I went to a private area and
opened them. I was in a hypnotic state of focused attention as I
carefully flipped through the old, dusty, brittle volumes.

Every book seemed like it contained a magic spell for getting what I
wanted ... whether love, money, sex, power, recognition, health,
happiness, or ... you name it.

But one of the books jumped out at me as being THE book to get, to
own, to read, to learn and practice.

This one book alone began with a hook that wouldn’t let me go.

I still can’t believe how incredible it is ...

Introducing “Psychic Demand”

It was a later volume from the set, about “Psychic Demand.”

The name had a nice ring to it, and made me want to learn more.

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Buying Trances A New Psychology of Sales and Marketing (188)

As I read, I became more fascinated. You might say it was a 1910
version of my book,The AttractorFactor, which is all about the
power of intention.

But Psychic Demand is even more powerful.

With Psychic Demand, you essentiallywillthe universe to give you
what you want.

This is huge.

In fact, I worry that this magic formula could get into the wrong

Pat O’Bryan and I decided that we would use Psychic Demand to
only attract ethical people to this site. That’s why we will not
advertise this site, or do anything to bring the riff-raff here.

Weare attracting only ethical people — people who care about
their family, friends, and the planet.

I’m hoping that person is you.

In fact, that’s why you’re here.

You’re ready for this secret ...

Psychic Demand Gives You

Alexander-the-Great Power to Rule Your Life

With Psychic Demand, you can indeed will the universe to give you
what you want.

But if you come from ego, you may will things to yourself that will
cause you to hurt yourself. You have to be intelligent enough, and
evolved enough, to balance what you want with what the universe
wants for you. When you come from that inner place of power,
Psychic Demand can be the “open sesame” to a glorious world of

Yes, Psychic Demand is about using your will to influence the world.


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Buying Trances A New Psychology of Sales and Marketing (189)

But this is not a magic wand.

This is nuclear power.

This is not a Harry Potter trick.

This is a Merlin-like way to become Alexander the Great over your
own life.

As you can imagine, this is not child’s play.

Are you really ready for this kind of power?

Here’s the story—

Here’s what you will get when you order “Psychic Demand: the
Course” today:

Psychic Demand:The Secret Lost Volume. The original booklet
was written in 1910 by Haddock. We scanned it and you will get
the exact copy of the original, as a PDF. This contains the entire
“Psychic Demand” formula. Nothing is left out.

Bonus:And if you order today, you can also have a copy of the
rare booklet,At Your Command, by Neville. This book was
about Psychic Demand, but in terms of the 1930s. This is one of my
favorite books. You will get the entire original book as a PDF.

All in all, this is a package to awaken your powers of
manifestation—to help you have, do, or be whatever you want.

And the price for it all is only $19.

Yes, this package is guaranteed.

But what we guarantee is that we will deliver the goods promised.
We do not guarantee your results because it is up to YOU to apply
the Psychic Demand method. You can’t buy a hammer and return it
when you don’t use it, saying “It doesn’t work.” Of course it works.

If you use this method, it will work. But if you’re not happy,
Clickbank (the company who handles the orders) will replace any
defective item within 8 weeks, as they see fit.

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Buying Trances A New Psychology of Sales and Marketing (190)

Again, we don’t want just anyone to have this.

For the sake of all concerned, do not order right now if you will use
this to try to manipulate others or to do harm in the world. Weonly
want advanced souls to use this power—and to use it for good.

You can order it right here (

About those Gold Framed “Demands” ...

In case you are still curious, the executive who kept hanging gold
framed “demands” above his desk went on to become a
millionaire—around 1910.

One of the reasons his use of Psychic Demand worked is
explained in the book you can order and have today, when
Haddock says:

“Your ability to influence matter and mind in the present guarantees
power over the so-called future, since the future is but the logical
sequence of the present.”

Statements like that one are what I love about Haddock’s work. He
is reminding you that you have more power than you ever imagined
before. And all you need to do to begin using this power right now
is to take action in this moment.

As he would explain, what you doright nowwill create what
happens to you in the “future.”

Psychic Demand can bring peace and plenty to the world we share.

It can bring health, happiness, wealth—or anything else you want.

Please use it for good.

Expect Miracles,

Dr. Joe Vitale


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PS — What will you demand for yourself once you learn the Psychic
Demand method? Remember, Psychic Demand is extremely
powerful. If you feel drawn to this rare material and proven method,
then order it right now. You can have it in only minutes. But if you
are skeptical or doubting or unsure, then please forget about this
and move on. Or if what you want to do with this power is to
control others or to overindulge in your own desires, then please
don’t order. We wish you all good things. We love you. All is well.
May the light be with you.


My sales letter was quickly written, so don’t judge it too
harshly. There are many essentials missing from it (such as
testimonials), but note the main reason for the letter: the
nested loop.

I began the letter with a story.As you know by now, stories

are hypnotic. They are a proven way to capture and hold at-
tention. This particular story has built-in charm, as the tale of
the gold frames makes people interested.

But also notice that I do not complete the story at first.

What I do is begin the story, which is the loop opening. I then
talk about the book I discovered, and the value of it. I keep
going with that theme, right down to asking people to order
the book.

It’s onlyafterI’ve asked the reader to click and order that I

begin to close the loop to the opening story. In other words, I
began the letter with a story, along the way stopped telling
the story and asked people to buy my product, and then went
back and completed the story. The completion is under the
subhead “About Those Gold-Framed ‘Demands.’”

Again, this is all an example of an advanced writing

method to lead people into a Buying Trance. I urge you to
practice this one. It’s powerful, and can certainly increase
your sales. In fact, let me prove it to you.

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I put the sales letter I quickly wrote online, at www. I told my list about the site with this
brief e-mail:


Adiscovery of demand

I just found a technique that’s far more powerful than the

power of intention.

In fact, intention is for wimps.

I wish I had known this new method when I wrote my book,

The Attractor Factor


At least I know it now.You can, too.

Go see—

You’ll love it.


As a result, sales happened virtually instantly. Withinsec-

ondsthere were five orders. Within 30 minutes there were
over $1,000 in orders. Within one hour there were $3,000 in
orders. Within 24 hours there were $10,000 in sales.And keep
in mind these sales were for a $19 product.

It should be obvious: Nested loops are a proven way to

help lead people into a Buying Trance.


Two friends dropped by yesterday. We were talking business
and I told them about the nested loops theory. I sponta-
neously began to explain it like this:

“It’s a lot like how your grandfather might talk,” I began.

“Some old-timers inadvertently use nested loops when they
start talking. They begin to tell you a story about being in
World War II, but they don’t finish it. Instead, they then start
to tell you about their mother’s cooking and the special
Thanksgiving holiday they had one year, but they don’t fin-
ish that, either. They then go on and tell you what they did


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that morning, when they went to get the newspaper off the
front lawn.

“Most grandfathers who tell stories like this often forget to

finish them,” I explain. “But imagine right when old grand-
dad stops telling you about this morning, he suddenly asks
you to do him a favor. Since he’s your grandfather, you’ll
probably comply.

“But even if you don’t do him the favor right away, he goes

on to finish the story about this morning, and then finish the
story about Thanksgiving, and then finish the story about
World War II.

“What he just did was weave a set of nested loops, insert-

ing a request in the middle of it before closing the loops.”

That’s how nested loops work.
Or, as Milton Erickson is reported to have said, according

toThe Wisdom of Milton H. Ericksonby Ronald Havens, “I also
sometimes tell irrelevant stories and make non sequitur re-
marks to induce confusion.”

Confusion, as it turns out, is a very useful Buying Trance.

So, if you’re confused right now, it’s a good thing.

ASecret Buying Trance Induction


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his morning I received a mysterious package by
FedEx. It was a large white box marked “Perish-

able” in orange letters. There wasn’t any note or return ad-
dress. It was apparently a gift from a well-meaning stranger.

I carefully opened the box, not knowing if I’d find a live

lobster or a bomb. I had to dig through some loose packag-
ing materials and two large, frozen packets designed to keep
the contents chilled.After digging even deeper, I found a
package of some strange-looking meat. The label said it was

While I live in Texas and maybe chitterlings are popular

here, I had no idea what they were. I had to Google them to
learn they are pork intestines. Pork guts would not have been
on my request list. Still, I know whoever sent the gift did it


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from a good intention. The point is, it was not appropriate for
me. It broke any chance for a connection, let alone a Buying

Contrast that with a gift I received another time.Afellow

coming out with a new course on persuasion wanted to get
my attention. He did his homework and learned I love the
music of Stevie Ray Vaughan. He hunted around and found a
rare CD of Stevie’s music. He sent the gift to me, along with
his package. I have never forgotten him or his gift. His gift
matched my interests.

If I had to sum up the essence of this book in just a few

words, I would say it like this: Find out what people have on
their minds and connect with them there.

You can always break their preoccupation with a shocking

statement or action (or gift), but you can befriend them
quicker if you merge with their dominate thoughts and con-
cerns. From there, they will follow your lead. But rapport has
to come first.As I’ve said many times, people buy only from
people they know, they like, and they respect.

Think about the two gifts I received and my responses to

them. That, in essence, is the secret of the Buying Trance.


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asked Blair Warren, a television producer and reclusive
persuasion expert, if he would give me permission to in-

clude this remarkable special report. I believe that his “one sen-
tence” for persuasion can help you understand how to create a
Buying Trance in your prospects. The idea is to use one or more of
the elements in his 27-word sentence to get people’s attention and
get your message through. Blair gave his permission and here’s his
report. Enjoy.


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27 W












Blair Warren


Is it possible to capture and communicate anything of value
about persuasion in a single sentence? It is and I’m about to
prove it. But first, let me tell you why I’ve gone to this extreme.

Studying persuasion and influence is one of my deepest

passions and has consumed an embarrassingly large amount
of my time and energy for over a decade. I have family and
friends who say my pursuit borders on obsession. They are
wrong. It crossed the line long ago.

I know of no subject more fascinating, more empowering,

more profitable, and, unfortunately, more confusing. This
confusion is more than unfortunate; it is also largely unneces-
sary. Given the pace of today’s world, it has never been easier
to be powerfully persuasive. Never. It doesn’t require good
looks, a silver tongue, or infallible logic. It doesn’t require
confidence, charisma, or a magnetic personality. It is a simple
matter when one cuts through all the smoke. Cutting through
the smoke is the hard part. In fact, if you have yet to develop
your persuasive powers to the level you want, it likely has
nothing to do with you. Given the shell game of strategies
and misinformation available, it is a wonder we’re still able to
understand each other, much less persuade each other.

If this barrage of techno-jargon has left you more confused

than empowered, take a deep breath and relax. We’re about
to take aim at this confusion, blow away the smoke, and
make things as simple as possible. In fact, we’ll nail it down
to a single sentence: just 27 words.And with these words we
can work miracles.

But first, we must clear away some smoke.


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Before we venture into our material on persuasion, let’s take
a quick peek at the field of magic, for the two share a com-
mon core.

Try this sometime:
Visit a magic shop in your city and spend a half hour or so

watching the owner demonstrate some tricks. Pick the one
that baffles you the most and buy it. Then go out to your car,
open up the instructions (if you’re like me, you won’t be able
to wait till you get home), and discover how the trick works.
If you will do this, I can predict with 99.9 percent accuracy
what will happen.

You will be disappointed.
The secrets behind many magic tricks, even some of those

that seem like miracles, are often so mundane that one cannot
help but feel disappointed upon their discovery. Now for an-
other prediction:Your next thought will be,

“This is ridiculous. This wouldn’t fool anyone.”
At this point, if you’re like most people, you’ll put the trick

away and consider your $20 investment a bust. But if you’re
honest with yourself (and few people are), you will have an-
other thought that can transform the way you look at life. No
joke. That thought goes something like this:

“Wait a minute. It must not bethatridiculous if it fooledme.”
And with this one thought you will have risen to a level of

intellectual honesty and understanding that few people ever
experience; you will have discovered that the most magical
things in life—on and off the stage—are often the result of the
correct application of the most basic principles imaginable.

This is perhaps nowhere more true than in the field of per-

suasion. I realize this is heresy for me to say, as persuasion is
clearly a complicated field.And judging from the amount of
new material coming out every day, it’s only going to get
more so. Without a doubt it has never been easier for us to get

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lost down the rabbit hole, only to be spit back out more con-
fused and broke than when we started.

As someone who has studied these materials for many

years I’ll be the first to tell you there is a lot of great stuff out
there. Many subtleties and distinctions are available that can
have a powerful impact on our ability to persuade others.
Unfortunately, for every one of these, there are a dozen nu-
ances that only serve to complicate and confuse.

The good news is one does not have to spend years studying

this type of material to become an almost frighteningly power-
ful persuader. If you find this hard to believe, consider that
charismatic leaders and hypnotic seducers have been around
as long as there have been people to lead and to seduce. Ifthey
didn’t need today’s cutting-edge techniques, why do you?

Yes, these ideascanhelp, and if you are hell-bent on maxi-

mizing your skills, you should become familiar with them all.
But don’t let anyone tell you they are necessary in order to
have a powerful impact on others.

Whatisnecessary is a fundamental understanding of human

nature, for persuasion—even the most extreme examples of
persuasion such as suicide cults and mass movements—are of-
ten based on the most basic of human desires. Just as magicians
can perform miracles using mundane principles, powerful per-
suaders shape the world in much the same way.

So we are left with basics. The question now becomes,

whichbasics? I am sure if you asked this question of 100 dif-
ferent persuasion experts, you’d get 100 different answers.

But I’m also certain there would be much common ground.

I am certain of this because I have seen ithidingbehind the
varied terminologies and philosophies in their materials.
When one strips away the jargon and intricacies of the mater-
ial available, one is left with some very basic, very powerful
understandings.And while each of us might represent these
in different ways, the important thing is to get a handle on
them so that they are available at a moment’s notice.


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I have found the best way to do this is to encapsulate these un-
derstandings in a single sentence. Not a sentence that onedeliv-
, but a sentence that oneremembers.Asentence that can help
guide your efforts from beginning to end in virtually every sit-
uation imaginable. This sentence could easily be condensed or
expanded, and after reading this report I encourage you to try
to do this for yourself. In fact, the best way to make these
ideas your own is to modify them to suit your own under-
standing and experiences. But we’re getting ahead of our-
selves here. Let’s look at this sentence—this “one-sentence
persuasion course”—and see what makes it tick. Here it is:

People will do anything for those who encourage their dreams,
justify their failures, allay their fears, confirm their suspicions,
and help them throw rocks at their enemies.

Read that again:

People will do anything for those who encourage their dreams,
justify their failures, allay their fears, confirm their suspicions,
and help them throw rocks at their enemies.

That, in a single sentence, contains five of the most impor-

tant insights I have learned in all my years of studying and
applying the principles of persuasion:


Encourage their dreams.


Justify their failures.


Allay their fears.


Confirm their suspicions.


Help them throw rocks at their enemies.

Now, these insights are not the most important because

they are comprehensive—they aren’t. They’re not the most
important because they’ve been scientifically proven—they
haven’t.And they’re not the most important because they’re

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based on the latest “persuasion technology”—they’re not.
They are the most important because they are simple, they
are immediately useful, and they can be almost frighteningly

Adolph Hitler used them and nearly took over the world.

Cult leaders Jim Jones, David Koresh, and MarshallApple-
white used them and commanded such loyalty that many of
their followers willingly—even eagerly—died for them.

And yet, these five insights are tools not only for madmen,

but for marketers, salesmen, seducers, evangelists, entertain-
ers, and others. In short, they are the tools for anyone who
must connect with others and, more importantly, make these
connections pay off.


If you don’t believe me, try to find a truly successful ad cam-
paign that does not use one or more of these five insights. Re-
ally, try to find one. Then, when you give up on that, try
finding a deep, satisfying relationship that isn’t built upon
one or more of them. Just try to find people who have a re-
markable chemistry yet fail to encourage each other’s
dreams. Or who demand that the other is to blame. Or who
fail to address each other’s concerns. Or who treat each other
as paranoid. Or who leave each other to fight their own bat-
tles. While I’m sure you could find an example if you
searched hard enough, I am also certain that for every one
you find, I can find a hundred to counter it. The bottom line
is, whenever and wherever people form powerful bonds,
these insights are more often than not lurking in the shadows.

Now there is nothing particularly difficult to understand

about these strategies. They are self-explanatory. Some may
even say obvious. But to dismiss them on these grounds is an
enormous mistake. In fact, dismissing them is one reason they
are even more powerful for those who do not dismiss them.

Think back to our trip to the magic shop and how quick we


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were to dismiss the secret behind our little trick.And yet, ma-
gicians aren’t so quick to dismiss. Instead, they take these
simple secrets that “wouldn’t fool anybody” and build upon
them to create illusions that baffle the most brilliant among
us. It is much the same with powerful persuasion. Its effects
can be so sudden, so dramatic, so life-altering that we remain
convinced there has to be something deeper, something more
complex, going on. More often than not, there isn’t. There is
simply the correct application of very basic principles by peo-
ple who appreciate their power.And since the rest of us dis-
miss these principles as being too basic and too obvious to
work, we flounder in complexity and minutiae that sound
great on paper but fall flat in practice.

(Video) Marketing Psychology: Terms For Understanding Buyer Behavior

But by overlooking the power of these basic principles, we

do more than guarantee ourselves failure and frustration: We
leave those with whom we wish to connect vulnerable to oth-
ers who may fill these needs we so casually dismiss.

Consider the following.

On encouraging their dreams...
Parents often discourage their children’s dreams “for their
own good” and attempt to steer them toward more “reason-
able” goals.And children often accept this as normal until
others come along who believe in them and encourage their
dreams. When this happens, who do you think has more
power? Parents or strangers?

On justifying their failures...
While millions cheer Dr. Phil as he tells people to accept re-
sponsibility for their mistakes, millions more are looking for
someone to take the responsibilityofftheir shoulders—to tell
them that they are not responsible for their lot in life.And
while accepting responsibility is essential for gaining control
of one’s own life, assuring othersthey are not responsibleis es-
sential for gaining influence over theirs. One need look no

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further than politics to see this powerful game played at its

On allaying their fears...
When we are afraid, it is almost impossible to concentrate on
anything else.And while everyone knows this, what do we
do when someone else is afraid and we need to get their at-
tention? That’s right. We tell them not to be afraid and expect
that to do the trick. Does it work? Hardly.And yet we don’t
seem to notice. We go on as if we’d solved the problem and
the person before us fades further away.

But there are those whodorealize this and pay special at-

tention to our fears. They do not tell us not to be afraid. They
work with us until our fear subsides. They present evidence.
They offer support. They tell us stories. But they do not tell us
how to feel and expect us to feel that way. When you are
afraid, which type of person do you prefer to be with?

On confirming their suspicions...
One of our favorite things to say is “I knew it.” There is just
nothing quite like having our suspicions confirmed. When
another person confirms something that we suspect, we not
only feel a surge of superiority, we feel attracted to the one
who helped make that surge come about. Hitler “confirmed”
the suspicions of many Germans about the cause of their
troubles and drew them further into his power by doing so.
Cults often confirm the suspicions of prospective members
by telling them that their families are out to sabotage them. It
is a simple thing to confirm the suspicions of those who are
desperate to believe them.

And finally, on helping them throw rocks at their enemies...
Nothing bonds like having a common enemy. I realize how
ugly this sounds, yet it is true just the same. Those who
understand this can utilize this. Those who don’t under-


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stand itor, even worse, understand but refuse to address it
are throwing away one of the most effective ways of con-
necting with others. No matter what you may think of this,
rest assured that people have enemies.All people. It has
been said that everyone you meet is engaged in a great
struggle. The thing they are struggling with is their enemy.
Whether it is another individual, a group, an illness, a set-
back, a rival philosophy or religion, or what have you, when
you are engaged in a struggle, you are looking for others to
join your side. Those who do become more than friends.
They become partners.

While these insights seem like common sense, they are

anything but common practice—except among master per-


There is something else worth noting about this sentence. It is
missing something most people think is very important in the
persuasion process. Read the sentence again and see if you
can tell what it is:

People will do anything for those who encourage their dreams,
justify their failures, allay their fears, confirm their suspicions,
and help them throw rocks at their enemies.

Any ideas? If so, you’re one step ahead of the game. Here’s

what’s missing:you. There isn’t a word aboutyourwants,
yourneeds,yourhopes, oryourconcerns. There isn’t a word
aboutyouroffer or proposal. There isn’t a word about what
youthink. It is all about what the other person does.

Again, this is heresy. People write books about how to

frameyourideas, how to presentyourself, how to putyour
best foot forward.And yet, all that people really care about is
themselves. Can you imagine how much energy you will free
up if you stop focusing on yourself and put your attention on
other people? Can you even imagine how much more charis-

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matic you will become when you come to be seen as the one
who can fulfill some of their most basic emotional needs?

Think of it like this:
Imagine you are sitting down with someone you hope to

influence.Your proposal makes sense.Your arguments are
solid. The conversation is even pleasant. But the entire time
you are looking off to the side, not at the person. Now, how much
of a connection do you think you are going to make with that
person? Remember, everything is perfect with the exception
of your focus.Your message shines.Your confidence is solid.
Your proposal is a no-brainer.And yet, none of this makes the
slightest bit of difference when you are lookingpastthe other
person. This is exactly what happens in a conversation when
your focus is on your own goals.

You are lookingpastthe person and everything that is most

important to them, and you have little hope of ever being
able to establish a deep connection. Still not convinced? Then
notice what else our sentence doesn’t say. It does not say peo-
ple will do anything for those who educate them, do what’s
best for them, or even treat them fairly. It does not say people
will do anything for those who are eloquent, well-dressed,
and pleasant, nor those who make the best case for their pro-
posals, who are reasonable, and come across as intelligent.

When we focus on the basic principles of human nature

these things become negligible. When we focus on the basic prin-
ciples of human nature, we create relationships in which peo-
plenaturallywant to do things for us.Thisis the real secret to
getting what we want. Really. It is that simple. Or, I should
say, itcanbe that simple.

Have you ever noticed that the harder you push, the more

resistance you get? When you focus on what you want, peo-
ple will resist. That’s what people do. Politicians lie, the sun
rises in the east, and people resist pressure. But one thing
people rarely resist is someone trying to meet their needs.
And when one’s needs have been met a bond is often forged


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and a natural desire to reciprocate has been created.And just
how powerful is this desire? To what extremes will people go
to repay the favor? This is the frightening part. But don’t take
my word for it. Look around and see for yourself.

People willingly leave their families for cults that fulfill

these needs for them. People pick up arms and kill others for
those who meet their deepest needs. People leave long-term
marriages and relationships for people they just met and
their spouses are often left stunned. They wouldn’t be if they
understood the power of these needs. Like it or not, the dura-
tion of our relationships is nothing compared to thedepthof
our relationships.And depth is based on the fulfillment of
our deepest needs, not on the duration of dialogue. Notice I
have never said you shouldignoreyour wants. I simply said
you should focus on the other person, not forget yourself. Or
to be more specific, when you are with a person you want to
influence, your primary focus should be on that person. Do
not look past him or her by focusing on your intentions.

The time to focus on your own hopes, dreams, and desires

is when you’re alone. This is when you should get clear on
what you hope to accomplish, on what you would like to oc-
cur, in any given encounter. But once you get this state of clar-
ity and find yourself face-to-face with another, place your
attention where it can have the greatest impact. Place it on the
other person. Don’t be afraid that your wishes will go unno-
ticed. On the contrary, they will find a way to express them-
selves in your encounters. Whether they arise spontaneously
or the other solicits them, they will arise naturally.And when
they arise naturally, they are often fulfilled effortlessly.


As I said earlier, there is nothing particularly difficult to un-
derstand about these strategies, especially when it comes to
one-on-one encounters. But how might they be used in
other contexts, such as web sites and advertising?And can

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they have the same impact they would in an interpersonal

The answer to the first question is, easily. The answer to the

second is, absolutely. For example:

Example 1: Pelmanism

Recently my friends Joe Vitale and Pat O’Bryan launched a
web site that unexpectedly shattered sales records. The suc-
cess of the site surprised everyone involved and there was
much discussion as to why it was so effective.

Was it the product? Was it the price? Was it just the right of-

fer at the right time? I’m sure each of these things played a
role, but I know something else that played a role as well: The
copy spoke to some very basic human needs—needs that we
have been discussing in this special report. For example, the
headline reads:

“IfYou’re the Kind Of Person Who Wants to Break Free from
Limited Thinking and Finally Get WhateverYou Want in Life ...
These 12 Long-LostAstonishing Books Written in the 1920s Will
Set YouFree!”

This clearly encourages our dreams of freedom, of getting

what we want. This is literally the first line of their letter and
they’ve already struck a powerful vein of influence. Let’s look
at the next paragraph. It reads:

We feel your pain.You’ve readThink and Grow Rich. You’ve
scoured the shelves in bookstores for hours trying to find some-
thing that will answer the one question that has haunted you for
years: “Why am I not where I want to be financially, mentally, or
spiritually?”You’ve done everything that you can ... but there’s
still something holding you back.

This paragraph not only lets us know they recognize our

frustration (i.e., “We feel your pain”), but it suggests thatit isn’t
our fault
. While we’ve done “everything” that we can, there is


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still “something” holding us back. So the answer lies with this
mysterious “something” and not with us. Not only are they
letting us off the hook, but they’re about to confirm our suspi-
cion that there is an answer to our dilemma.And in the next
section, they introduce us to it:

What is it?

For years, people just like you have asked this same question.
Fortunately for some, they were able to get the answer to this,
and many other questions, by purchasing a course back in the
1920s. If you were to flip through some of the magazines and
newspapers back then, you would have seen some of the world’s
first direct response ads. What were the ads for?


And there it is: confirmation that an answer to our prob-

lems exists. It’s called Pelmanism. In just a few short para-
graphs they have managed to address three of the five
insights we’ve been discussing.And from this point on,
their readers are hooked. To see for yourself, read the
full letter at It is well worth

Just how successful has this site been? In Joe’s own

words, they “sold hundreds of copies ... and saw about
$9,000 appear almost instantly.” Not bad for a site they
spent little time creating.Again, when our needs are being
addressed, we don’t care if the copy is slick, if the graphics
look great, or even if the site is easy to navigate. Welook
past the superficial and listen deeply to those who speak
to us.

Example 2: Depression, Weight Loss, and Landscaping

One of the most common of our five insights is justifying the
failure of others. In myForbidden Keys to Persuasionmaterial
I refer to this as “scapegoating.” While the terminology is
different, the underlying principle is the same. Here is an

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excerpt from myForbidden Keysmaterial that illustrates the
power of this insight:

Acouple of television commercials that are currently airing in
the United States ... brilliantly and ethically employ the concept
of scapegoating and they do so at the very beginning of their

The first commercial, for an antidepressant medication, starts

out with something like, “Feeling depressed lately? It may be the
result of a chemical imbalance in your brain.” The second com-
mercial, one for a weight loss product, starts out like this: “If
you’ve tried to lose that extra weight and have failed, it may not
be your fault. It may be your metabolism.”

Can you see their use of the scapegoat principle? If you’re

depressed,it may not be your fault. It might simply be a biologi-
cal factor beyond your control.And if you’re overweight and
have failed to slim down,it might not be your fault, but simply a
problem with your metabolism! What makes the use of scape-
goating in these situations ethical is that they are absolutely
true statements. Depressioncanbe caused by a chemical imbal-
ance in the brain.And obesitycanbe caused by metabolism.
What makes the use of scapegoating brilliant in these cases is
that it is used immediately in the pitches and instantly offers
the viewer something of value—a scapegoat for their prob-
lems. From here, the viewer is much more open to the rest of
the message.

Afriend of mine who is a landscaper once told me that

when he first meets potential clients they are often embar-
rassed by the condition of their property. When he senses
this, he immediately points out how many of the problems
with their property are due to such things as drought condi-
tions, bad soil conditions, and the like. In other words, the
condition of their property doesn’t say anything negative
about the potential client.

It isn’t their fault! How important is this subtle change in

strategy? He told me that the number of people he secured as


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (211)

clients increased significantly once he realized that people
want their property to look nicer, but often don’t want to ac-
cept responsibility for it looking poor in the first place.

Example 3: This Special Report

If I’ve held your attention thus far, there’s a good reason for
it: I have used the one-sentence strategy in writing this very
report. If you’ll go back and reread it, you will find places I’ve
used our five insights sprinkled throughout. However, the
best example is the second half of the opening section itself,
“One-Sentence Persuasion?” I closed that section using each
of our five insights to not only demonstrate the effectiveness
of these ideas, but also to give you a sense of how powerful
andtransparentthey can be.

Let’s look at some of that section and see how I worked

each of these insights into it without raising an eyebrow.

The first paragraph reads:

Given the pace of today’s world, it has never been easier to be
powerfully persuasive. Never. It doesn’t require good looks, a
silver tongue, or infallible logic. It doesn’t require confidence,
charisma, or a magnetic personality. It is a simple matter when
one cuts through all the smoke. Cutting through the smoke is the
hard part.

Here, I am encouraging the reader’s dreams of becoming

more persuasive.And for those who have doubts about their
potential (e.g., not enough confidence, charisma, etc.), I take
extra steps to assure them they can do it as well.

The next paragraph reads:

In fact, if you have yet to develop your persuasive powers to the
level you want, it likely has nothing to do with you. Given the
shell game of strategies and misinformation available, it is a
wonder we’re still able to understand each other, much less per-
suade each other.

Bonus Special Report


Buying Trances A New Psychology of Sales and Marketing (212)

In this paragraph I address two of our insights. First, I jus-

tify the failure of readers for not already being persuasive
enough. Second, I confirm their suspicions that much of the
available material is too complex and confusing for anyone to

And the final paragraph reads:

If this barrage of techno-jargon has left you more confused than
empowered, take a deep breath and relax. We’re about to take
aim at this confusion, blow away the smoke, and make things as
simple as possible. In fact, we’ll nail it down to a single sentence:
just 27 words.And with these words we can work miracles. But
first, we must clear away some smoke.

Here, I complete the task by allaying their fears (i.e., “take

a deep breath and relax”) and helping them throw rocks at
their enemies (i.e., “We’re about to take aim”).And notice my
use of the termwe. I said, “We’reabout to take aim,” not “I’m
about to take aim.” I then said that “wemust clear away some
smoke,” not “Imust clear away some smoke.” This helps as-
sure readers that I’m ontheirside.

There are two important lessons to take away from this

example. First, as I said before, these insights wereseam-
integrated into this report. They do not stand out as
being too obvious or simple because they aren’t. In fact,
since they do not stand out they are all the more powerful.
And second, my use of these insights isauthentic. I didn’t
have to fabricate these statements to make them fit this
strategy.Yes, I phrased them as I did with our insights in
mind. But they remain grounded in truth—an essential fac-
tor if we are to avoid getting our way but hating ourselves
in the morning.

These three examples illustrate how widespread and ap-

plicable these insights really are. While most people like to
think they are too wise to fall for such tactics, this very think-


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (213)

ing makes them just that much more susceptible. One need
only consider how successful these types of approaches are to
confirm this.


Friedrich Nietzsche reportedly said that the message of most
books could be reduced to a single paragraph without losing
anything of value. In this report I have attempted to go one
better: I have tried to create an entire “persuasion course” in a
single sentence.

I will be the first to admit that by doing this I have, in fact,

left out many things that could be of value to the would-be
persuader. But as I said at the outset, if there is one thing I
know to be true, it is that the most magical things in life—on
and off the stage
—are often the result of the correct application
of the most basic principles imaginable.And I have found
few principles that are more basic and more powerful than
those offered in this one sentence:

People will do anything for those who encourage their dreams,
justify their failures, allay their fears, confirm their suspicions,
and help them throw rocks at their enemies.

So my goal in this report wasn’t to give you a comprehen-

sive plan to follow. It was to simplify a process that is often
needlessly complex. It was to clear away cumbersome tech-
niques and strategies that often serve to separate more than
persuade.And ultimately, it was to provide a core concept
you can use to build relationships that are not only powerful,
but profitable.

Whether you find this notion distasteful or not, there is one

thing you can count on:Your family, friends, customers,
clients, and even everyone you have yet to meet will have
these needs met by someone. The only question is, will it be
by you?

Bonus Special Report


Buying Trances A New Psychology of Sales and Marketing (214)

Blair Warren is a television producer, writer, marketing con-
sultant, and voracious student of human nature. He is the
creator ofThe Forbidden Keys to Persuasion E-Classand the au-
thor ofThe No-Nonsense Guide to Enlightenmentand is cur-
rently working on his next book,Spontaneous Persuasion:
Getting What You Want by Simply Being Who You Are
. To read
more of Blair’s material and get more information on his
work, visit his web site at


Buying Trances

Buying Trances A New Psychology of Sales and Marketing (215)


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Buying Trances A New Psychology of Sales and Marketing (229)

About Dr. Joe Vitale


r. Joe Vitale is president of Hypnotic Marketing,
Inc., an Internet marketing firm. He is the author

of way too many books to list here, including the #1 best-sell-
ing booksThe Attractor Factor: 5 Easy Steps for Creating Wealth
(or Anything Else) from the Inside Out
andLife’s Missing Instruc-
tion Manual: The Guidebook You Should Have Been Given at
, and the best-selling Nightingale-Conant audiopro-
gram,The Power of Outrageous Marketing.

His latest books includeHypnotic Writing,There’s a Cus-

tomer Born Every Minute,Meet and Grow Rich(with Bill Hib-
bler),The Greatest Money-Making Secret in History,Adventures
,The Seven Lost Secrets of Success,The Successful Coach
(with Terri Levine and Larina Kase), andThe E-Code(with Jo
Han Mok). His next book will beZero Limits(with I. Len).

He also created a software program to help you write sales

letters, ads, news releases, speeches, and even entire books
using his hypnotic writing and Buying Trances methods.You
can learn more about it at

You can sign up to receive Dr. Vitale’s free monthly

e-newsletter, “NewsYou Can Use,” at his main web site at

His corporate site is at


Buying Trances A New Psychology of Sales and Marketing (230)

Buying Trances A New Psychology of Sales and Marketing (231)



Action, asking for prospect’s,


Adams, Mike, 6

handling resistance with,


power of, 133–136

AIDA(attention, interest,

desire, action),

Alpha state of mind, 77–78
AMAComplete Guide to Small

Business Advertising, The
(Vitale), 33–34

Andreas, Steve, 12
Appreciation, as motivator,


Approval, as motivator, 32
AQAL(all quadrants, all

levels) model, 66–68

Aristotle, 107–109
Arming America(Bellesiles),


Attention, getting prospect’s,

85–94, 101–106, 108

Attractor Factor, The(Vitale),


Audio Espresso: Getting It

Done Now(O’Bryan),

Backlash:The Undeclared War

Against American Women
(Faludi), 19

Baker, Nan, 148
Bandler, Richard, 61
Beliefs, of prospects, 60
Bernheim, H., 4
Beta state of mind, 77–78
Big Fat Liars(Chafetz),


Blotnick, Srully, 18–19,


Brief History of Everything, A

(Wilber), 68

Browne, Sylvia, nesting loop

letter from, 149–155

Burton, John, 63–66
Business psychology, 4–5,


Buying Trances A New Psychology of Sales and Marketing (232)

Buying Trances, 4–5

best inducer of, 101–106
example of, 13–15
importance of, 5–8
merging with prospect’s

current trance, 43–49,

nested loops induction of,


perception and, 17–21
reasons people buy and,


10-second induction of,


three-step process of

creating, 46–49

using online, 115–131

Caan, James, 41
Canine Concert, 147
Caples, John, 97
Carpenter, Henry, 86
Chafetz, Morris, 19
Chandler, Jim, 91
Charcot, Jean-Martin, 22
Collier, Robert, 97, 101–105
Commands, negative,


Complaints, as indirect

signals from prospect,

Conroy, Martin, 155
Conscious One sample letter,


success explained, 155–157

Conversational trances,


Creative Self-Hypnosis

(Straus), 3

Culture Code, The(Rapaille),


Current trance, merging with

prospect’s, 43–49

experts on ways to,


Delta state of mind, 78
Deutsch, David, 55–56
Dolan, Yvonne,82–83
Dreams, persuasion and,


Dweck, Carol, 10–12

Ease, as motivator, 32
Ego, letting go of own,


Enemies, persuasion and,


Erickson, Milton, 81–84, 86,

136, 156, 165

Failures, persuasion and,


Fallon, Brad, 85–86
Faludi, Susan, 19
Fears, persuasion and,


Forbidden Keys to Persuasion

(Warren), 181–182,



Buying Trances A New Psychology of Sales and Marketing (233)

Friesen, Wendi, 142
Fritz, Robert, 30

Garfinkel, David, 53–54, 95
Garn, Roy, 35–42, 146
Genie Within, The

(Carpenter), 86

Gilligan, Stephen, 3
Gitterle, Dr. Marc, 91
Greenberg, Cathy, 148

Handshake, inducing trance

with, 86

Havens, Ronald, 3, 82, 165
Headlines, grabbing

attention with, 92–99

Hemingway, Collins,


Hierarchy of needs, 29–31
Hogan, Kevin, 138
Hypnosis, instant, 85–94
Hypnotic Writing(Vitale), 2,

4, 96

Importance, as motivator,


Interests, appealing to

prospect’s, 145–148,

Inward-oriented questions,


James, William, 31–32
Joyner, Mark, 54–55, 70–71,


Keywords, using online,


example of, 117–131

Kilstein, Harlan, 149

nested loop sample letter,


nested loop sample letter’s

success explained,

Lakhani, David, 58–61
Learning process, 9–12
Levis, Daniel, 53
Listening, importance of,


Magic Power of Emotional

Appeal, The(Garn),

Magic Words That Make People


Man with the Golden Helmet,

The(painting), 17–18,

Marketing messages:

audience opinions of,


number seen per day,


Maslow, Abraham,29–31
Metaphors, using to create

Buying Trance,

Mind, Inc.(magazine), 102



Buying Trances A New Psychology of Sales and Marketing (234)

Mind Capture(Rubleski),


Mind Hacks(Stafford and

Webb), 75

Mindset: The New Psychology

of Success(Dweck),

Mind-set, growth and fixed,


Money, as preoccupation, 38,



“Naturalistic therapy,”


Negative commands, 137–139
Nested loops:

Conscious One example,


explanation of success of,

155–157, 163–164

Psychic Demand example,



programming (NLP),

New Brain: How the Modern

Age Is Rewiring Your
(Restak), 9

“No induction” healing

process, 81–83

O’Bryan, Pat, 53, 56–58,


Observations, about

prospects and current
trance, 59–60

One-Sentence Persuasion

Course, 169–186

elements of, 173–177
examples of, 179–185
“you” missing from,


Online Buying Trances:

example of, 117–131
keywords and,


Open-ended questions,


Path with a Heart, A(Dolan),


Pelmanism, 180–181

importance of, 17–21,


positive expectancy and,


unconscious motivations

and, 21–23

Perrine, Craig, 52–53
Persuasion Course (One-

Sentence), 169–186

elements of, 173–177
examples of, 179–185
“you” missing from,


Portable Empire promotion

story, 69–75



Buying Trances A New Psychology of Sales and Marketing (235)

Positive expectancy,


Preoccupation, using

prospect’s, 2, 35–42

Principles of Psychology, The

(James), 31–32

Problem, stating of

prospect’s, 108

Psychic Demand nested loop

example, 157–163

Psychology of business, 4–5,


Psychology of Persuasion, The

(Hogan), 138


grabbing attention with,


as indirect signals from

prospect, 54

using to create Buying

Trance, 58–59

Radio, creating Buying

Trances for, 141–144

Rapaille, Clotaire, 22
Readiness to buy, signs of,


Real Safety Guide to Protecting

Against Advertisers,
Marketers and Big
Business Propaganda
(Adams), 6

Recognition, as

preoccupation, 38, 40–42

Reiss, Steven, 30–32
Relaxation, state of,


Rembrandt painting,

perception and, 17–18,

Resistant prospects, handling

of, 81–84

Restak, Richard, 9
Robert Collier Letter Book, The

(Collier), 97

Romance, as preoccupation,


Rosen, Sam, 66–68
Rubleski, Tony, 5
Ryan, Mark J., 61–63

Scapegoating, 181–183
Scott, Walter Dill, 4
Self-preservation, as

preoccupation, 38

Senses, prospect’s

communication with,

Seven Lost Secrets of Success,

The(Vitale), 91,

Six Blind Elephants(Andreas),


Solution, explaining to

prospect, 108–109

Stafford, Tom, 75
Stage Hypnotist Simone,


States of mind, 77–79



Buying Trances A New Psychology of Sales and Marketing (236)

Status.SeeRecognition, as


Stories.See alsoNested loops

as indirect signals from

prospect, 54

telling detailed, 113
using to create Buying

Trance, 60–61

Straus, Roger, 3
Success, as motivator,


Suggestive Therapeutics: A

Treatise on the Nature and
Uses of Hypnotism
(Bernheim), 4

Suspicions, persuasion and,


Television, creating Buying

Trances for, 145–148

10-second trance induction,


Tested Salesmanship

(Wheeler), 32

Tested Selling Institute,


Theory of Advertising, The

(Scott), 4

Therapeutic Trances(Gilligan),


Theta state of mind, 78
Trances.See alsoBuying


as common mental state,


focus of attention and, 3–4
power of, 43–46

Trances People Live

(Wolinsky), 3

Unusual claim, making to

attract attention, 91

Videos, creating Buying

Trances for, 145–148

Waking trance, 2
Wall Street Journalletter,


“Wanted,” using in headline,


“Warning,” using in

headline, 96

Warren, Blair, 169–186
Webb, Mike, 75
Wells, Wesley, 2
What Companies Know: How

the New Science of
Happiness Can Change
Your Company for the
(Baker, Greenberg,
and Collins), 148

Wheeler, Elmer, 32, 88–89,


“Which,” asking, 90–91
Who Am I?(Reiss), 30–32
“Who else,” asking, 96
“Why,” using in headline,


Wilber, Ken, 66–68



Buying Trances A New Psychology of Sales and Marketing (237)

Williams, Emory, Jr., 111–113
Wisdom of Milton H. Erickson,

The(Havens), 3, 82,

Wolinsky, Stephen, 3
Wordtracker, 117–122, 126,


Yankelovich Partners, 8–9

York, Scott:





“You,” missing from

persuasion, 177–179

Your Portable Empire

(O’Bryan), 69–75



Buying Trances A New Psychology of Sales and Marketing (238)

Buying Trances A New Psychology of Sales and Marketing (239)

Buying Trances Made Easy

Get Joe Vitale’s

Hypnotic Writing Wizardsoftware

“Drop everything right now and order this tool! Hyp-
notic Writing Wizard will do more for you in less time
than any other tool I know of. It’s as if Joe was right
there next to you whispering in your ear what to do
next. Imagine all the possibilities and increased sales
you will gain by simply using this one tool! Do yourself
a favor and get it now. This is the real deal.”

—Armand Morin, software developer

and marketer,

“Not only does this leading-edge software help you
write sales letters with ease, but you can also write news
releases, ads, articles, speeches, web copy, and even en-
tire books with it. The hypnotic inductions by Joe are
simple, short, and, more importantly, they work. I was
skeptical about the Hypnotic Readability Formula, but I
used it to analyze one of my own letters and the results
opened my eyes. Hypnotic Writing Wizard is a break-
through in creative writing.”

—Joe Sugarman, author ofTriggersand

many other books

For more details see

(Video) Module 20 BuyingTrances

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