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Sales

Using Pain To Motivate And Influence Your Customers

by Michael Borowiecki on August 31, 2009

What problems are so excruciatingly painful that your customers are forced to take immediate action? What causes their teeth to ache and throb? What wakes them up in the middle of the night? Learn how to use your customer’s pain to influence their decision-making process, close sales and win more new business.

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Using Emotion Instead Of Logic In Selling

by Michael Borowiecki on August 15, 2009

Purchasing decisions aren’t based on logic. Even the most meticulous, detail-oriented, rational person defaults to emotion when buying everything from a pack of gum at the gas station, to word processing software for his small business.

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