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Guest post by: Jay Conrad Levinson Become an Author

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Author/Writer/Guerrilla/Genius Joseph Sugarman, author of "Triggers," gives us fascinating information about triggers to making a sale.

"A desire to buy something often involves a subconscious decision. In fact, I claim that 95% of buying decisions are indeed subconscious. Knowing the subconscious reasons why people buy, and using this information in a fair and constructive way, will trigger greater sales response-often far beyond what you could imagine.

"I recall a time when I applied one of these subconscious devices by changing just one word of an ad, and response doubled. I refer to these subconscious devices as psychological "triggers." A psychological trigger is the strongest motivational factor any salesperson or copywriter can use to evoke a sale.

"There are triggers that will cause your prospect to feel guilty if they don't purchase your product. Example: Whenever you receive in the mail a sales solicitation with free personalized address stickers, you often feel guilty if you use the stickers and don't send something back-often far in excess of the value of the stickers. Fundraising companies use this method a great deal. You get 50 cents worth of stickers and send back a $20 bill.

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