Emotions play a crucial role in the sales process from "summary" of Sell More with Science by David Hoffeld
Emotions are the driving force behind every decision we make. They influence how we perceive the world around us and play a significant role in how we behave. In the world of sales, emotions are equally important. When it comes to making a purchase, emotions tend to take the lead, while logic follows behind. Research has shown that emotions are responsible for up to 90% of the decisions we make, with only 10% being based on logic. This means that in order to be successful in sales, it is crucial to understand and tap into the emotional drivers of your customers. By appealing to their emotions, you can create a connection that goes beyond just the product or service you are selling. One of the key emotions to focus on in sales is trust. Building trust with your custom...
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