2: Logic and Emotion. We sell to provide for needs and wants. Cups of coffee, new cars and insurance policies. But needs and wants are both logical and emotional. The logical need for a 'cup of coffee to go' is a hot drink/shot of caffeine/wake me up. The emotional need then dictates which brand or coffee shop we choose. The logical need for a home is a basic survival need. The emotional need is a nice area for the kids/impress work mates/view of the mountains. When we sell, be it product, idea or ourselves we must remember there are two kinds of needs and wants. Both must be met for a successful sale. Logic and Emotion.The Story So Far:
1: Everybody Sells. In the Old World of Work, there was a sales force. There were reps. And everybody could blame them when sales figures were down. It's no longer acceptable. In the New World of Work: we all sell. Why? (1) because we all see opportunities (2) we are all part of the chain of decisions with which a customer interacts. That's the commercial angle. But there's a pragmatic angle, too: if you know how to sell, you can sell your ideas and you can sell yourself. And above all you'll be a lot more essential to an organisation than the person who doesn't add value to their role by knowing how to sell. Everybody Sells.
