Emotional Buying Most salespeople think that their prospects make buying decisions based on logic and rational thought. As a result of this belief, they focus on presenting their products and services in an intellectual logical manner. The real truth is that all buying decisions, and for that matter, all decisions are made with a high […]
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You know the drill. You meet with a prospect and immediately they want you to spill your guts about what you do, how you do it, whom you do it with and how much you do it for. They want you to do this and yet they are unwilling to share with you what their […]
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We live in a world full of uncertainty, fear and anxiety. Stock market crashes, terrorists attacks and wars are all part of our daily lives. Our fear and anxiety is constantly being nurtured and reinforced by every print and electronic media we encounter. Tragedy is brought to us in real time “live” and “up close […]
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