"People mistakenly assume that their thinking is done by their head; it is actually done by heart which first dictates the conclusion, then commands the head to provide the reasoning that will defend it." Anthony De Mello
Many times I've heard reps say "I gave the prospect all the facts and he still didn't buy an ad." This never surprised me because I knew that customers don't base decisions on facts, they buy with their "gut." People will never buy if you don't engage their emotions. Always keep this in mind when talking to a customer.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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