From the course: The 52 Best Sales Prospecting Tips

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Sell on emotion

Sell on emotion

From the course: The 52 Best Sales Prospecting Tips

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Sell on emotion

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- People buy for a number of reasons but ultimately it's decided on a motion to get away from a pain, how they justify that purchase is variable, be it costs, speed, quality, whatever but ultimately they're buying to solve a problem which triggers an emotional response and they're connected. So if you have a problem, it becomes a pain. So your sales team aren't hitting their targets causing a shortfall in revenue. You can't find a good HR manager. So your employees are unmotivated and productivity is down. Your fleet of company cars are so old they keep costing money for maintenance impacting company productivity and profits. So I've used Percy Whiting quote before saying people don't buy drills they buy holes and I want to reference that again. It's a fantastic way to truly understand the psychology behind purchases. So the person walking into the hardware store cares about whether or not…

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