We only have five left if you want one, act now! For you we have this time sensitive deal, buy today and save, but you must hurry! These are examples of "creating scarcity" it is used everyday to motivate people to part with their money before they can think about it. If they did think about it 90% of those sales would never happen. I have been privileged to be on the inside with one of the great masters of this technique.
I was at a course on selling and the teacher was explaining the mental process of how a person makes a purchase and how to overcome that process, basically to make the person a purchasing machine. At the time we did not know he was about to prove his point.
The product was $5,000 and has been proven by previous purchasers to make you $20,000 in profits. It has been sold in 25 countries in 14 languages. Because you today have committed to being at this course I am going to give you a free bonus gift, valued at $7,000. I am also going to, for this morning's session only, discount the price to $4,500, which is a huge savings to you. Wait! If you purchase this before the hour is over I am going to give it to you for the crazy price of $3600, but you must act now.
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Well the stampede to the back of the room to buy this thing was crazy. It was even funnier when the class got to the back of the room and found nothing there to buy because the whole thing was just a demonstration of the power of selling and momentum you can create.
Lets look at a few key points, for once you know the tactics you can defend yourself and save your paycheck for more useful things. The first and most interesting is the speaker never told anyone what he was selling. Considering there was nothing to sell, I thought it was a clever move. List a price and follow it with how much it can make you, a larger number. These are proven how$%: Next they list how many countries and languages, this is to impress upon you the whole world thinks this is a good thing. This is proven how$%: The free bonus gifts are worth their cost, nothing. Then the discounts and the time critical nature of the purchase.
What you pay is likely more than what anything is worth, because there is a profit in the price. If they are "discounting" it is because they started with a very high number. The act of lowering the price confuses people into thinking they are negotiating the person down and that gives them a good feeling and it only makes sense to buy it if the price has dropped so much.
There are lots of great tricks to the trade of selling, these are some common ones and they work great. You must get to know them, you can do this by watching advertising looking for how they are manipulating your mind to part with your money. The advertising and selling game is big big money, they are very good at it. If you watch carefully you can still pick it up. Make it a game every time a commercial comes on or a flyer arrives in the mail. Look for the manipulation. If you can find it, write down the amount of money you would have spent. If you feel the impulse to buy whatever they're selling take that amount of money and put it into a dream account. If you can do this on a consistent basis you'll be paying for a nice vacation with the money you saved and be grinning because you're immune to their lies!
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