TITLE

Emotions are the key to selling

AUTHOR(S)
PINCI, LARRY; GLOSSERMAN, PHIL
PUB. DATE
November 2008
SOURCE
Proofs;Nov2008, Vol. 91 Issue 5, p70
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article discusses the involvement of emotions in product selling. It states that salespeople drive people to buy their products as they know how to reach they buyers on a feeling level. The three essential feelings that motivate people to do business with others include trust, confidence and a feeling of being taken care of. To elicit the feeling of trust, it advises building a rapport with the buyer and asking the right questions in order to elicit the feelings of confidence and being taken care of.
ACCESSION #
35388532

 

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