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The Psychology of Selling
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25 Cognitive Biases
What are Biases? (2:39)
System 1 and System 2 (3:01)
Bias 1 - Reward and Punishment (2:35)
Bias 2 - Liking and Loving (2:42)
Bias 3 - Disliking and Hating (2:26)
Bias 4 - Doubt-Avoidance (2:35)
Bias 5 - Inconsistency-Avoidance (2:30)
Bias 6 - Curiosity (2:24)
Bias 7 - Kantian Fairness (2:12)
Bias 8 - Envy or Jealousy (2:37)
Bias 9 - Reciprocation (1:48)
Bias 10 - Mere Association (2:06)
Bias 11 - Pain Avoiding Denial (2:17)
Bias 12 - Excessive Self Regard (2:14)
Bias 13 - Over Optimism (2:09)
Bias 14 - Deprival (2:11)
Bias 15 - Social Proof (2:35)
Bias 16 - Contrast Misreaction (2:16)
Bias 17 - Stress (2:35)
Bias 18 - Availability (2:25)
Bias 19 - Use-it-or-lose-it (2:24)
Bias 20 - Drug Misinfluence (2:20)
Bias 21 - Getting Older (2:36)
Bias 22 - Authority (2:32)
Bias 23 - Twaddling (2:07)
Bias 24 - Reason-Respecting (2:00)
Bias 25 - Lollapalooza (3:26)
Psychological Closing Tactics
1) Anchoring (4:35)
2) Consistency (3:40)
3) Curiosity (4:46)
4) Discounting (5:01)
5) Building Trust (5:46)
6) Mere Exposure Effect (5:05)
7) Objection Handling (5:47)
8) Pricing Tiers (5:13)
9) Priming (5:37)
10) The Reciprocity Effect (5:21)
11) The Scarcity Principle (4:57)
12) Similarity-Attraction Effect (5:48)
13) Social Proof (6:01)
14) Testimonials (5:48)
15) The Paradox of Choices (4:07)
Methods of Selling
1) AIDA (6:51)
2) The 4Ps (7:39)
3) Jab Jab Jab Right Hook (6:05)
4) Pain of Buying vs Pain of Not Buying (5:44)
5) Feature Benefit Tiedown (5:12)
6) The Secret of NLP (6:10)
7) StorySelling (5:22)
8) Soap Opera Sequence (5:24)
9) Hot vs Warm vs Cold Traffic (5:50)
10) How to Build a Yes Ladder (4:50)
11) 5 Step Formula (7:22)
12) Straight Line Persuasion (8:01)
CopyWriting
0) What is Copywriting? (5:32)
1) Headlines That Work (5:18)
2) Mouth-Watering Bullets (5:23)
3) Complete Landing Page Setup Guide (5:09)
4) Smart Scarcity (5:49)
5) Emails That Get Opened (6:48)
6) Video Sales Letter Guide (5:08)
7) Call to Action Walkthrough (4:56)
8) How to Master Storytelling (5:46)
9) Agitating the Problem (5:42)
10) Features and Benefits in Copywriting (5:13)
11) Creating Desirable Content (6:06)
12) Copy-Paste Lingo (5:11)
13) Instant Gratification (5:13)
14) Power of Personal Pronouns (4:54)
15) Information Gaps (5:42)
Bonuses
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Phone Scripts
Presentation Checklist
Emotional BUZZword List
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