Emotional Selling with Logic

It's a well-known fact that people make decisions based on emotion.

But emotional selling without any rationale will likely result in buyer’s remorse and cancellations.

High performing salespeople understand the importance of backing up emotion-based selling with metrics to provide a water-tight business case.

A solid ROI must serve as a foundation for moving forward.

Conversely, a strong business case built on logic without any emotional investment will often result in your buyer going elsewhere.

So there is nothing wrong with using emotion to secure a sale, as long as it's aligned with a sound business-case.

Top performing salespeople with integrity ensure they have both. And if the numbers don't stack up they are completely transparent.

The goal is long-term business relationships, not fly-by-night ‘smash and grab’ sales tactics with no substance underneath.

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