The Hypnotic Sales Secret That Makes Customers Say YES with Dr. Mark Young and Joe Polish

Joe Polish sits down with Dr. Mark Young, an advertising and consumer packaged goods (CPG) expert, Entrepreneur, and Author of HYPNO-TI$ING. They dive deep into pricing strategy, the psychology of advertising, and how to build a brand that fosters deep consumer loyalty.

Here’s a glance at what you’ll discover in this episode: 

• The 3-word phrase that instantly lowers sales resistance and makes people say YES more often.
• How to speak directly to the subconscious mind—where real buying decisions are made.
• Why traditional branding is a waste of money—and what actually creates deep Customer loyalty.
• The biggest advertising mistake most businesses make—and how to avoid it.
• How Harley-Davidson, Tesla, and Apple turn Customers into die-hard fans (Hint: It’s NOT about the product).
• The secret to crafting a message that triggers human behavior—so your brand sticks in people’s minds effortlessly.
• How to price your products higher AND get more buyers—by creating an identity, not just a sale.

If you’d like to join world-renowned Entrepreneurs at the next Genius Network® Event – then apply today for your invitation to attend at https://geniusnetwork.com.

Show Notes:

Why the Most Successful Brands Aren't the Cheapest

• Competing on low prices is a race to the bottom.
• The cost of manufacturing high-end vs. low-end products is minimal, but the revenue difference is massive (e.g., hairspray ranges from $1 to $18, but the cost difference is only 4x, while the revenue difference is 15x).
• Premium pricing allows for better customer experience, stronger marketing, and more sustainable business growth.

The Role of Neuroscience and Hypnosis in Marketing

• Hypnotherapy and advertising share a key goal: using words and images to create immediate behavioral change.
• The Pareto 20/80 Learning Model: Learn 80% of a new skill in a short period and delegate the rest.
• The unconscious mind processes 10,000 pieces of information per second, while the conscious mind can only handle 7 bits (+/- 2) at a time.
• Advertising should target the unconscious mind with clear, direct messaging rather than bombarding consumers with excessive rational details.

The Power of Pricing Strategy in Branding

• Tesla, Harley-Davidson, and Apple charge premium prices and cultivate deep brand loyalty.
• Building an exceptional brand requires pricing that allows you to offer an exceptional experience.
• When businesses undercharge, they can’t afford to invest in quality, service, or customer satisfaction.

The Psychology Behind Effective Advertising

• Command Statements: Avoid “Try Product X” (which allows people to opt out). Instead, use direct commands like “Get Product X now.”
• The Power of "Because": Adding a reason increases compliance—even when the reason is weak (e.g., "May I cut in line because I don’t like lines?").
• Literal Messaging: People process language literally—avoid abstract phrasing in advertising.
• Feel-Felt-Found Formula:
• "Have you ever had this problem?" (Feel)
• "Me too! I struggled with this." (Felt)
• "Until I found this solution." (Found)

Creating a Brand That Inspires Loyalty & Community

• Brands like Harley-Davidson and Apple create ecosystems where customers feel emotionally connected.
• Storyteller Overland builds its community not just through product quality but by fostering strong customer relationships.
• The most successful brands integrate into customers' lives, creating experiences rather than just selling products.

The Secret to Entrepreneurial Success

• Surround yourself with competent people: Join masterminds like Genius Network.
• Passion-driven businesses thrive: Solve real problems rather than chasing market gaps.
• Accept full responsibility: The moment you realize everything is your fault is the moment you gain full control over your future success.

Resources:

• HYPNO-TI$ING : The Secrets and Science of Ads That Sell More… by Dr. Mark Young
• CPG Insiders Podcast
• Genius Network