It has been estimated that 80 per cent of all buying decisions are
based on emotion. The key to successful sales is making the right
connection with the customer and extracting the right emotional
response. Updated and revised, this book sets out a tried and
tested technique to achieve this objective by thinking, acting and
responding on the basis of emotion. This book should enable readers
to dramatically improve their sales performance, and enjoy it at
the same time. Areas covered include: motivating people to talk to
you; finding out what they really, really need; proposing
solutions; addressing concerns; and achieving a genuine win-win
close.
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