Facts or feelings

What is more important on a sales call, facts or feelings. I firmly believe feelings far outweigh facts in a buying decision. This explains why you can make an extremely logical case for advertising with you and a customer will say no. If a customer feels your program is a good idea they will buy regardless of the facts. If they don't feel your program is a good idea, a mountain of facts will never convince them to buy. You must engage the customer emotionally before they can be sold. I suggest you read any of Daniel Goleman's books on emotional intelligence.

Please note: This blog may be a bit irregular for the next few days as I will be traveling to Las Vegas to do training.

Keep Smiling, Keep Selling!

Thanks Jim Busch