Emotion versus Reason

Jerry Hocutt wants to understand why selling to the emotions work?

Interesting...

There is always the battle between emotional and rational mind...

When to use emotional? When to activate rational? What are emotional issues? What are rational?

People are human beings, and they have emotions, feelings and thoughts.

The line between emotion and reason almost does not exist. The only way to make better decision is to strike a balance between the two.

Good to Great Salespeople

Alen Majer suggests this: sales people sell ideas, not products.

Is this true?

Hm...

Bad salespeople sell products. Good salespeople sell ideas. Great salespeople sell experience.