Unlock Your Prospects Mind From The Inside

A prospect's mind is an intimate place where something I call The Inner Score Keeping System dwells.

Simply put, it's a fundamental model that you can use as a metaphor to help explain the way prospects govern their inner decision-making.

It's true that a potential buyer will profile several things in the background while evaluating an offer. Many little decisions are made along the way that lead up to the BIG yes or no final decision.

Some of these are subconscious thoughts while other times one may even notice their own mind chatter. However, in any case, a decision process is in action.

In the situation where a prospect is evaluating a sales offer, here is an overview of events going on deep inside the prospect's mind.

While responding to the offer, the prospect instinctively invokes a scoring system, which helps in evaluating the offer.

We ALL have this judgment system inside of us that we respond with.

This Inner Score Keeping System occurs mostly behind the scenes as we don't focus on the inner process. Although it is transparent to us, it's still there.

It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.

When positive emotions are triggered in a sales offer, they theoretically score acceptance points, which are intended to collectively add-up over rejection. Rejection points always lean toward discouraging the buy.

Thus, in this virtual score-keeping setting, points equal positive or negative measurements of emotions (or logic) in proportion to the sales offer. This inner-judgment that we invisibly process, determines the outcome of the offers we evaluate.

We, as the prospective buyer, keep calculating this inner score in the background. The sales copy attempts to win us over by scoring maximum acceptance points, provoking the action to buy.

You know when you get a gut feeling 'to buy or not to buy', this is our inner score keeping system I am talking about. It regulates our buying behaviors and helps us make buying decisions.

Thus, when a prospect interfaces with a sales letter offer, it instinctively prompts this decision making process. It all comes down to a final response to the offer.

Ultimately, the prospect will either accept the offer to buy... or reject the offer and leave.

Hence: The Inner Score Keeping System.

The overall message I am suggesting here is to learn to think like a buyer if you want to get on the other side of the sale... the selling side.

Of course we all have plenty of buying experience. But, since we do no not usually think about the process when we buy, we miss the boat on knowing what actually makes us buy.

In other words, when we buy, we are not considering all of the elements that add up to the final buying decision. We just buy or pass on the offer.

However, there is much to be learned from this and thinking like a buyer is by far the best way to unlock your prospect's mind to make the sale!

(c) Michael Nicholas, 2004

Michael Nicholas is the author of, Order Button Triggers. His ground breaking ebook focuses on how to get prospects to click the order button to buy. Featuring over 30 years of Internet marketing experience combined, Michael brought in top marketers to tell how they do it. Click for more info==> http://www.orderbuttontriggers.com

In The News:

The Great Blog Promotion Adventure  Business 2 Community
Camera, location, promotion  Travel Trends Today

What?s in a Name?

Behind every good web page are codes only the search... Read More

How to Keep Your Visitors on Your Site

Does your web site's visitors keep on hitting the back... Read More

A Novel Free-For-All Idea

Almost anyone who has tried submitting to free-for-all sites will... Read More

How To Promote Your Online Store

OK. So you took the leap and started your online... Read More

Why You Need Submit Articles To E-zines

Ezine publishes have large amount of loyal subscribers. If you... Read More

5 Successful Tips For Marketing Your Website

This could be the most amazing article to ever be... Read More

Complete Novice Builds Business Using Press Releases on the Internet

My name is Barbara Mascio. I am the founder of... Read More

The 4 Keys to Great Website Promotion ? Helping Others with Friendly & Useful Services

With all the "How To" articles, and great advice available... Read More

Get Ahead on the Web: How To Bring Visitors To Your Website - For Free!

Search engine optimisation ? it's the holy grail of website... Read More

How to Set Up Your Own Free Ad-Tracking Links and 7 Reasons Why You Want To!

Any time you use a URL in an Article, Web... Read More

How Building a Fanbase will Make You Sales

If you've ever been to a popular forum hosted by... Read More

FFA / Reversed Marketing

Have you ever submitted your ad to an FFA page?... Read More

How to Increase Your Website Traffic in 3 Easy Steps

Promoting your website might seem like an enormous task that... Read More

The Power of Link Exchanges

Let's face it. Getting webmasters to link to your site... Read More

Types of Keywords

Keyword can be classified into three categories :-Single word Keyword-Multiple... Read More

SuperCharge Your Website With Multi Linking

Here's a fairly obvious Multi Linking Strategy that is probably... Read More

Make That Website Visitor Stick Around: Youve Got 30 Seconds!

Yes indeed, that's all you've got, 30 seconds to make... Read More

I Need Real Visitors, NOT Search Spiders!

The answer to the first question is simple, the difference... Read More

The Best Way To Promote Your Website

Everyone would like an increase in traffic to their website... Read More

Rich Media - Exploring New Territory

Until recently, audio, video, Flash, and static graphics were all... Read More

Manual Submission To Directories: One Of The Most Tedious Part Of Managing An Online Business

(but also one of the most crucial part)It is time... Read More

About Testimonials and Customer Focused Sites

Think about it, when you browse any web site, you... Read More

The Basics Of Free Web Site Promotion

It's easy to forget the fundamental components of Web site... Read More

Your Internet Marketing - What It Could Be Missing

How would like to have an email list of thousands... Read More

How To Increase Your Page Rank And Web Traffic FREE

Google is the most popular and most used search engine... Read More