Comments on: Rational Purchasing Consciousness

By: Bill

Bill — Sat, 18 Dec 2010 01:28:30 +0000

Good point and good indirect selling idea, thank you.

By: Rick W

Rick W — Mon, 22 Nov 2010 16:34:29 +0000

Maybe it’s just me, but I get pictures in my mind if the words are written well. I didn’t need the photo or the video to understand the concept Glenn presented. When I read Yoav’s and Chuck’s questions, I was moved to quicklywrite the following for demonstration purposes:

Claudia has been using our “Natural Weight Loss Supplement” for almost three months now. You might know her, or maybe you’ve noticed someone like her at the grocery store or mall. She’s middle-aged, attractive (but not like a model), well-dressed, obviously happy and very confident. She recently sent me letter informing me of her progress along with a photo of herself standing up straight with her hands on her waist, wearing a big smile, a flattering top and her brand new pair of size 10 blue jeans. Pasted on top of the photo was a Post-It note with the words “I lost another 7 lbs. this month!”

By: admin

admin — Tue, 01 Dec 2009 10:09:07 +0000

I’m going to TRY to answer Yoav’s and Chuck’s questions in a recorded audio with Sharon in early January. (It’s an important issue which deserves much more than a casual post… I just have to nail down my wife’s time, which you’d think after 23 years together wouldn’t be such an issue, but she’s a popular girl with her own priorities!)

By: Chuck Gritton

Chuck Gritton — Mon, 30 Nov 2009 17:45:31 +0000

I have mostly the same question as Yoav. There are some environments where adding an image is difficult and one has to rely on text. Is there a way to apply this technique with just words or is an integrated set of pictures required?

By: David Epstein

David Epstein — Sun, 29 Nov 2009 11:01:46 +0000

Dear Glenn,
Considerable observation shows this to be wrong… and very right. That is there is at least 1 if not more exceptions. Have you never heard someone, Perhaps Sharon say “Ï know it was stupid, but isn’t it loverly”. the key words here are I KNOW, meaning although this was a basicly/totally an emotional decision, I was concious, in control, and satisfied -Not a dupe, dumb ass.
If I am wrong perhaps you can explain impulse buys in a different way.
Respectfully, DSE

By: Dr. George

Dr. George — Sat, 28 Nov 2009 20:15:45 +0000

Thanks, Glenn for the great article. It makes a lot of sense and can be carried over to all forms of communication (such as “Doctor-Patient”, “Parent-Teen”, etc), not just selling. Thanks again.

Dr. George

By: Dan

Dan — Sat, 28 Nov 2009 18:57:19 +0000

People might buy things based on emotion, but they don’t want to feel like a dumb-ass.

That was the best line in the whole post. I’m just glad none of my competitors understand this one bit.

By: yoav

yoav — Sat, 28 Nov 2009 17:44:54 +0000

Great article.

Question is… how do you paint pictures in writing? or do you mean that we actually use images in our messaging?