There is a saying in sales that goes: “People buy emotionally, and justify with logic.” At best this phrase is a half truth. The reason people say this, is because of a misunderstanding of what an emotion is. In other words, they confuse emotions with feelings. There are 10 emotions. What makes them unique is …
When a buying choice is to be made, there are only two motivations that people use to guide the decision. They are simply: to promote something they value, or to protect something they value. What does this mean, and why is it important? Our decisions that we make are always made with respect to those …
Personality and Values are Directly Linked! This is by far one of the most important secrets you’ll discover about your customers. What does it mean that personality and values are linked, and why is this so important? As sales people, we need to know what a customer values. It is the reason that they buy …
