Summary of Buying Trances

A New Psychology of Sales and Marketing

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Buying Trances book summary
Is it magic? Make the sale by putting potential customers in a “Buying Trance.”


6 Overall

7 Applicability

5 Innovation

5 Style


“Do you want to make sales like magic? Then read this book.” According to Joe Vitale, you can grab readers’ attention by including “magic” in a headline because it appeals to their inner thoughts and penetrates their habitual trance or preoccupation. Once you break into this daze, you can lead potential customers into a “Buying Trance,” a state of mind where they become receptive to your message. Vitale touts this as the “new psychology of sales and marketing.” Well, it may be witchcraft, but it isn’t magically new, except for the catch phrase on the book’s cover. Vitale recommends that you do what every astute marketer attempts to do – grab a person’s attention, address a need, and offer a solution in the form of your product or service. Rather than being innovative or clever, Vitale’s tactics tend more toward the transparent (good) and manipulative (not so good). Though most savvy shoppers seem unlikely to succumb to Vitale’s spell, getAbstract suggests this book to new marketers who need to know about all the tricks of the trade.

In this summary, you will learn

  • How to understand trances
  • How to apply this understanding to your marketing and sales strategies
  • How to identify a person’s current trance, merge your sales tactic with it, and lead him or her into a “Buying Trance”
  • How to apply the principles of buying trances to various kinds of media advertising


“Buying Trances”
People live their lives as if they are in trances. As they go about their activities, they are preoccupied with their problems and aspirations, and all the things they need to do. They are not thinking about you or your product. So how can you disrupt their trances and...
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About the Author

Dr. Joe Vitale is the bestselling author of The Attractor Factor: 5 Easy Steps for Creating Wealth (or Anything Else) from the Inside Out and Life’s Missing Instruction Manual: The Guidebook You Should Have Been Given at Birth and president of a marketing consulting firm.

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