Great post about the emotional component of sales –
Imagine if it were true, for example, that almost nobody buys a product or service anymore simply because they need it, or because its price is the right price? That, even in an economic downturn, they have to want it as much as need it before they buy? It’s a difficult concept to grasp because, at the end of the day, it’s not about rational thought.
Talks about How Customers Think (Gerald Zaltman, Harvard) says only 5% of consumer purchasing behavior is based on rational thought processes. So for great sales, marketing, and customer service, more emotional intelligence needed!
Especially in these tough times, people want simplicity and authenticity.
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