Emotional sales. How to increase sales three times. 2nd edition. Gusarova V., Ptukha K.

The client makes a decision to buy at the level of sensations, emotions, rational arguments play a secondary role for him. But is it possible to “grab” these emotions of the buyer, “climb” to him and understand what drives them? And how to build sales on this? How to find not ordinary reasonable arguments that sellers are accustomed to bring, but buyers to listen, but characterize the invisible advantages of the product, accessible only at the emotional level? Appelling mainly to the sphere of emotional perception of the client. In an affordable form, using vivid and visual examples, the author of the book sets out the methodology for converting a classic model of sales into sale emotional. For each stage of communication with the client, two or three specific techniques are described that have proven themselves in practice.