Monday, January 11, 2010

Bigger Deals Have Higher Emotional Content

When we buy something, we first buy it emotionally then we try to rationalise it to our own mind afterwards. When we buy a house or a new car this is particularly obvious. The lesson here from a sales perspective is clear; sell the emotion, the experience first then rationalise the benefits.
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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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