Joe Vitale 
Buying Trances 
A New Psychology of Sales and Marketing

Praise for Buying Trances

‘The genius of Joe Vitale has never shone brighter. This thoroughlydocumented and easy-to-read book is the first of its kind. Vitalegives you the keys to their minds. All you have to do is turn thekeys. They said ‘yes’ to you long before you said a word and theywere begging to buy from you shortly after you uttered your firstsentence. Buying Trances is an exciting ride to the edge of themind. His finest work to date.’
-Kevin Hogan, author, The Psychology of Persuasion and Covert Hypnosis

‘This book maps marketing’s final frontier-the customer’s mind-andexposes the buying trance. Frankly, this may be the smartestmarketing book ever written.’
-Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want

‘As with all of Vitale’s books, there are magical secrets chuckedout like a mad Vegas poker dealer on every page. Not only will youlearn to put people into buying trances with this book, the act ofreading it will put you in a trance and force you to masterit.’
-Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less

‘Vitale’s expertise in hypnotic marketing combined with hisextensive research challenges the reader on many different levels.He forces you to delve deeper into the benefits of creating abuying atmosphere and a trance-like desire on the part of yourprospect. I found this an absolutelyfascinating book.’
-Joseph Sugarman, President, Blu Blocker Corporation

‘Buying Trances is not your run-of-the-mill marketing book. It’s anexceptionally well-written, well thought out, high-level work thatgives the reader unique insights into how to capture a prospect’sattention. Cutting-edge stuff that is a must for every seriousmarketer to absorb and implement.’
-Robert Ringer, author, To Be or Not to Be Intimidated?: That Isthe Question

‘Vitale’s understanding of how and why people think and act likethey do is remarkable. Byunscrambling complex ideas and explainingthem in simple language, he reveals how to fashion messages thatwill turn people into compulsive buyers of our products andservices. Now we can take control and create the buying trance.It’s a totally refreshing and very effective approach to hugelyprofitable sales and marketing!’
-Winston Marsh, veteran Australian marketer

Table of Content

Foreword by Kevin Hogan.

Acknowledgments.

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 Moneymaking Appeal.

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?

What Is the All-Time Best Trance Inducer?

How to Get People to Buy Virtually Anything.

How to Create a Magical On-the-Sport Buying Trance.

The Most Important chapter in This Entire book.

The Hypnotic Power of Agreement.

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.

A Secret Buying Trance Induction.

The Surprise Gifts: A Revealing Summary.

Bonus Special Report–The One-Sentence Persuasion Course by Blair Warren.

Bibliography.

About Dr. Joe Vitale.

Index.

About the author

Joe Vitale is President of Hypnotic Marketing, Inc., amarketing consulting firm. He has been called the ‘Buddha of the Internet’ for his combination of spirituality and marketing acumen.His professional clients include the Red Cross, PBS, Children’s Memorial Hermann Hospital, and many other small and largebusinesses. His other books include The Attractor Factor, There’s a Customer Born Every Minute, and Life’s Missing Instruction Manual, all from Wiley. Learn more at www.mrfire.com.