Do you know how to tell which emotional style your client displays? If you don’t, look no further. This book is for you.
In the last five or six years, there has been a shift in how a salesperson can be successful. Most buyers are informed and some are stuck in their own ways. According to Greg Ferrett, one sure way to be able to sell products and services in this difficult cultural climate is by evaluating each client and determining his/her emotional style. Ferrett outlines seven key emotional styles: hustler, artist, normal, engineer, politician, double-checker, and mover. He makes it easy to outline the various emotional styles and to learn techniques to drive emotion using green and red emotional buttons. By relying on these deals, you can close many sales. And it doesn’t take long to determine a potential client’s emotional style.
Ferrett’s book is open and honest. It will show the salesperson how to be successful by selling to his client’s emotional needs. Today’s consumers don’t merely need products and services. They need products and services which matter to them. Logic doesn’t play as much of a role in decision-making as does emotion.