100 ways to improve your sales success
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decisions after having done a lot of research
80. Emotional needs include power, achievement, order, safety, affiliation and recognition.
81. Emotional needs influence the speed of decision making and the amount of information people need before making a buying decision
82. When presenting information we need to focus on the issues which are really important to our client. People don’t buy lots of features. They have a preferred set of features that are important to them.
83. Common features we hear are things like: “We are the market leader”, “We give a great service”, “You have a dedicated account manager”, “We spend 20% 0f our turnover on new product development”. Many customers respond by saying “So what?”
84. We need to talk about advantages. “Because you have a
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