Using Emotion for Persuasion

The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew.

Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've got. So when the last issue came with a special promotional wrapper on the cover, I wasn't surprised.

But, what made this one interesting was a clever piece of copy that hit an emotional chord: inside the back cover of the special wrapper were the words, "You're about to be dropped from our list of active subscribers. Unless you act now."

Personally, I thought it was an effective piece of copy (even though I still won't renew). It made an emotional case for what is essentially a business-to-business offer.

Many people who write persuasive copy, whether in sales letters or internal memos, say the rest of us underestimate the power of emotion in getting the response we want from our messages.

There's a sort of rule of thumb that goes like this: Consumers buy on emotion and justify on reason. In other words, we, as buyers, think we're being rational in making a decision to purchase, or in choosing among different offers, but in reality we make the decision with our hearts and then justify that decision with our reasoning powers.

In the case of the magazine copy, I was about to be dropped -- Imagine! Me being dropped! -- from the list of active subscribers. I'm not sure what active subscribers are: do they also have passive subscribers? But, the meaning comes through. I'm about to get dropped from an exclusive club unless I act now.

Which is where the emotional factor kicks in. Who wants to be dropped? Isn't that like being in high school again and not wanting to be excluded from a popular group? Isn't there an eternal desire to belong?

With this appeal to my insecurities and ambitions, the copywriters have forced me to think about my decision not to renew. I can't just make a 'business as usual' decision; it must be a personal as well as business decision. And when a message gets 'personal,' it demands more involvement from the reader or listener. More involvement, in turn, means more attention to the message, making it more persuasive.

If you sell, this idea won't come as much of a surprise. But, if you try to influence behaviors in other ways, you may wish to add emotion to your communication toolbox. It's something you do by getting 'personal,' by tapping into the hopes, fears, or aspirations of those with whom you're communicating.

Of course, we must use emotion ethically and responsibly. If you plan to use it, step back and ask yourself how you would respond if someone else directed that kind of a message to you. That's always a simple but helpful litmus test.

About The Author

Robert F. Abbott writes and publishes Abbott's Communication Letter. Each week subscribers receive, at no charge, a new communication tip that helps them lead or manage more effectively. Click here for more information: http://site-fuel.com/?abbottr-emotion

[email protected]

In The News:

Polls ignite petrol, diesel sales  Economic TimesNEW DELHI: Demand for petrol and diesel jumped while that for bitumen slowed during April-May when an intense election campaign boosted sales of ...
US companies reportedly bypassing Trump ban on sales to Huawei  CNETCompanies able to get around ban by taking advantage of how goods are labeled, sources tell the New York Times.
New Home Sales Plunge 35.9% in the West, 7.8% Overall, Prices Down 8.1%  MishTalkThere is little to like in today's residential sales report. New home sales dove 7.8% overall and prices also fell 8.1%.
New home sales sank 7.8% in May, despite a big drop in mortgage rates  CNBCBuyers pulled away from the builders in May, even as affordability improved, thanks to lower mortgage rates.
New chapter? UK print book sales fall while audiobooks surge 43%  The GuardianPublishers hit by surprise 5.4% fall in 2018 – but warn against proclaiming terminal decline.
San Francisco passes ban on e-cigarette sales, a US first  CNNCity officials cite vapes' popularity among youth as a key reason for introducing these measures. But critics of the ordinance say it could harm businesses and ...
Wayfair employees plan walkout to protest furniture sales to border camps  CNETA temporary facility set up to hold immigrants at a US Border Patrol Station in Clint, Texas, where lawyers say they witnessed inhumane conditions of ...
Showpad, a sales enablement platform for presentations and other collateral, raises $70M  TechCrunchSales teams have long turned to tech solutions to help improve how they source leads, develop relationships and close deals. Now, one of the startups that ...
Steam Summer Sale 2019: the best deals and PC games on the Steam marketplace  TechRadarYour guide to the Steam Summer Sales: the best deals and games on offer, and how to navigate the deluge.
Illinois Legalizes Recreational Marijuana Sales  HuffPostIllinois Gov. J.B. Pritzker (D) signed a bill on Tuesday legalizing the possession and sale of cannabis, making the state the first in the U.S. to pass a ...
Will foreign sales save the Chinook production line?  DefenseNews.comWASHINGTON — The U.S. Army is hotly pursuing foreign military sales of its CH-47 F-model Chinook cargo helicopters in the hopes it will soften the blow from ...
Spotify's VP head of global ad sales to depart company  AdAge.comBrian Benedik, VP global head of ad sales at Spotify, is leaving the company this fall, according to a person familiar with the mater. It's unclear where he is going ...
Amazon Prime Day 2019 date announced: July 15th  The VergeAmazon Prime Day is back on July 15th for the biggest sale event in Amazon's annual tradition of deals and discounts. And this year, Amazon is stretching the ...
‘The Lion King’ Roars In First Day Advance Ticket Sales Breaking Disney Live-Action Records For Fandango & Atom  DeadlineDisney's The Lion King in its first 24 hours of advance ticket sales has rung up the second best first-day sale of the year for Fandango after Avengers: Endgame, ...
BMW aims to double electric and hybrid sales in next two years  The GuardianCarmaker to have 25 electrified models on sale by 2023 as strict new EU rules loom.
The best July 4 sales of 2019  CNETCelebrate Independence Day with family, friends, games and, of course, deals.
Are rising sales of used cars in India impacting demand for new cars yet?  LivemintUsed car dealers such as Mahindra First Choice Wheels reported 40-50% growth in FY19.The ratio of used-to-new cars has been steady at around 1.2 in the ...
UK halts sale of teargas to Hong Kong amid police brutality claims  The GuardianThe UK is suspending future sales of teargas and other crowd control equipment to Hong Kong until an independent investigation is held into allegations of ...
Amazon Prime Day 2019 expands to become a 48-hour sale on July 15-16  TechCrunchAmazon is preparing for its longest Prime Day ever. The company announced today it will host a 48-hour Prime Day sales event this year, starting at midnight on ...
Ford to Announce Q2 US Sales on July 3: What to Expect  Market RealistEarlier today, Ford (F) said that it would announce its second-quarter US sales data on July 3. In the first quarter, the company reported a 1.6% YoY decline in its ...
U.S. New-Home Sales Fall to Five-Month Low, Missing Estimates  BloombergSales of new U.S. homes fell to a five-month low in May, adding to signs of weakness in the sector despite lower mortgage rates.
U.S. Luxury Home Sales Experience Steepest Decline Since 2010  Mansion GlobalMillion-dollar home sales in the U.S. in March faced its largest decline since 2010, with sales down 8.3% year-over-year in the 85 markets analyzed in a ...
UK retail sales slide; gold hits six-year high - as it happened  The GuardianRolling coverage of the latest economic and financial news, as retailers report that conditions are weaker than a year ago.
Barcelona near €60m mark with Cillessen Gomes sales  ESPNBarcelona have confirmed the sale of Andre Gomes to Everton for €25 million, while Jasper Cillessen is in Valencia ahead of a €30m transfer.
Sony India expects up to 15% sales growth this year  LivemintNew Delhi: Consumer electronics major Sony India is eyeing sales growth of 10-15% this fiscal, snapping two years of de-growth, led by its premium TV range, ...
IFCI looks to garner ₹2,000 crore from stake sales in NSE, Clearing Corp  LivemintNew Delhi: Government-owned Non Banking Financial Company IFCI is looking to sell its stakes in National Stock Exchange (NSE) and Clearing Corporation of ...
Will Axis Bank lose its grip in arranging bond sales?  Economic TimesAxis has been occupying the top slot in the Bloomberg India bonds league table since 2007.
McDonald's Quarter Pounder Sales Are Up 30 Percent Since Ditching Frozen Beef  DelishMcDonald's decision to ditch frozen for *fresh* beef on the iconic Quarter Pounder is majorly affecting sales—in the best way. According to USA Today, ...
Another Retailer Crumbles in China as e-Commerce Sales Rise  Market RealistFrench retail giant Carrefour has agreed to sell an 80% stake in its China operations for ~$705 million to Suning.com, an Alibaba (BABA) backed company.
McDonald's started using fresh meat. Here's what happened to sales  CNN*Fresh* beef is helping McDonald's sell more burgers and gain market share.
Kroger: What Impacted Its Q1 Sales?  Market RealistKroger's (KR) sales fell 1.2% to $37.25 billion in the first quarter, which ended on May 25. The company's sales beat analysts' forecast of $37.21 billion.
Canopy Growth CEO Bruce Linton on Slow Marijuana Sales and Cannabis Drinks  Barron'sCanopy Growth stock took a tumble after the Canadian company reported sluggish marijuana sales. Canopy CEO Bruce Linton said in an interview that ...
De Beers Diamond Sales Plunge Again  BloombergDe Beers's diamond sales plunged again at the company's latest offering, underlining a slump in demand from the miner's customers who are struggling to make ...
Bombardier’s CRJ Likely Hits End Of The Line In $550 Million Sale To Mitsubishi Heavy  ForbesThe point of the deal for the Japanese conglomerate: it's acquiring a network of *service* centers that is the final missing piece as it prepares to launch its own ...
Mah Sing targets RM1.5bil sales in 2019 - Business News  The Star OnlineKUALA LUMPUR: Mah Sing Group Bhd is on track of achieving its sales target of RM1.5bil for 2019, underpinned by healthy take-up from the group's affordably ...
Huawei Lays Off Some US Workers, Said to Cease Solar Inverter Sales in US Market  Greentech Media NewsChina's Huawei Technologies, the world's biggest solar inverter manufacturer, ended its U.S. inverter sales last week, according to an equity research note from ...
‘Harry Potter: Wizards Unite’ Only Does Fraction Of ‘Pokémon Go’ Sales  DeadlineHarry Potter: Wizards Unite isn't conjuring up the same sales magic as Pokémon GO. The new mobile game from Niantic, which allows players to experience the ...
First day of fireworks sales outside of Lincoln city limits will draw hundreds  1011nowJune 25 marks the beginning of fireworks sales in the surrounding area of Lincoln. It's a ten-day sale period that requires anywhere from 9 months to a year of ...
Mortgage Rates Tumble and This Is All We Get?  BloombergIf this is the best housing can do under such supportive conditions, we should start worrying.
Tiffany Stock Falls as Analyst Cites Concern Over Sales  Barron'sTiffany stock fell following a downgrade from Loop Capital saying that same-store sales at the jeweler could slow, while management initiatives to improve ...
These Obstacles Could Limit JM Smucker's Sales and Earnings  Market RealistThe J.M. Smucker Company's (SJM) revenues have grown at a healthy rate in the past four quarters thanks to the incremental sales from its Ainsworth ...
Vaping sales ban wins final approval with mayor’s backing  San Francisco ExaminerBallot fight looms as Juul collects signatures for November measure to overturn law.
Afterpay founders abandon plans for further share sales  Sydney Morning HeraldThe company's founders won't sell any shares in the near term after cashing in $103 million worth of stock the day before AUSTRAC ordered an anti-money ...
Why Walmart's Sales Could Grow despite Tough Comparisons  Market RealistWe expect Walmart's (WMT) revenues to continue to grow on the back of sustained momentum in comparable sales. The retailer's comparable sales stayed ...
McAfee sues ship-jumping sales staff over trade secret theft allegations  The RegisterMcAfee is suing former senior salespeople whom it alleges stole company trade secrets when they moved to a rival security vendor. Three former "highly ...
Hero Splendor beats Honda Activa with over 2.6 lakh sales in May 2019  The Financial ExpressSales of Hero Splendor and Honda Activa have seen a decline in the month of May 2019. In order to compensate for the loss in sales, both manufacturers ...
Carpetright could close another 90 stores as sales continue to struggle  Telegraph.co.ukCarpetright could close another 90 stores over the next two years following a brutal year for the carpet retailer, despite making progress on its turnaround.
Delivery Bottleneck Puts Tesla Q2 Sales Record Into Question  InsideEVsTesla is on a mission to set a new record of quarterly deliveries (globally), but it ain't gonna be easy as the company encountered delivery bottlenecks.
Mecklenburg Commissioners Move Closer To Placing Arts Sales Tax On Ballot  WFAEMecklenburg County commissioners Tuesday discussed increasing the sales tax by a quarter-cent, primarily to fund the arts.
Realty firms post robust sales despite sectoral slowdown in FY19  LivemintMUMBAI: The real estate sector grappling with liquidity crisis on the back of slow sales and reduced availability of credit, major listed realty players have ...
A 13-year-old runs his own bakery and matches every sale with a donation to the homeless  Business InsiderMichael Platt, 13, runs a bakery called Michael's Desserts, which operates on a one-for-one donation model and is based in Washington, DC.
He Did $1 Million In Sales In The First Week Of Business And His Startup Is Now Worth $1 Billion  ForbesAndrew Dudum has played a role in 12 plus companies, raised hundreds of millions of dollars in the process, and have created a venture producing machine.
As sales stall, Metro Vancouver caught between a buyer’s and seller’s market  Global NewsThis is the first of a five-part series on the state of real estate in Metro Vancouver.
The Surprising Pot Stock Forecast to Lead the Industry in 2020 Sales  Motley FoolFor years now, much of Wall Street has believed that legal marijuana is the greatest investment opportunity since sliced bread. Investors are fully aware of the ...
Race against time for Barcelona to make some sales  MARCA.comTime is running out for Barcelona to sell players before the end of June.The Catalan club need to generate 70 million euros before July 1 in order...
Owner of Fermental charged with embezzling sales tax money  WECTThe owner of Fermental has been arrested on felony tax charges filed by the N.C. Department of Revenue.
Oracle sales return to growth, says momentum may continue  LivemintOracle Corp.'s shares climbed after the world's second-largest software maker returned to sales growth and gave a forecast indicating the momentum may ...
Scottsdale sales rep in opioid kickback scheme avoids prison  KTAR.comA sales representative for a Chandler-based drugmaker that federal prosecutors said schemed to bribe doctors to prescribe its highly addictive fentanyl spray ...
Wayfair employees to walk out over bed sales to migrant child detention centers  AxiosEmployees from the furniture company Wayfair are set to walk out Wednesday in response to the company's unwillingness to stop selling beds to the operators ...
Altitude hires head of acquisitions and director of sales (exclusive)  Screen InternationalUK distribution, sales and production outfit Altitude Film Entertainment has appointed Laura Wilson of Anton Corp as head of acquisitions. Wilson has been vice ...
Eyeing a $500M peak sales pot, Almirall doubles down on lebrikizumab as Dermira lines up PhIII  Endpoints NewsThat shouldn't be long from now, as Dermira expects to begin the late-stage trial work for atopic dermatitis before the end of this year as it follows a trail that ...
Donald Trump prioritises Saudi arm sales over probe into Jamal Khashoggi murder  India TodaySaudi Arabia is a big buyer of (American) product. That means something to me. It's a big producer of jobs,” said Donald Trump. Trump said the subject of ...
Yamaha R3 sales down to 0 units in May 2019 – Facelift launch expected  RushLaneYamaha R3 sales for May 2019 have gone down to 0 units. Has Yamaha discontinued current R3 ahead of launch of new R3 in India?
Vanuatu founder rails against passport sales  RNZThe sale of Vanuatu passports to foreigners means the country's struggle for independence was worth nothing, the first president of Vanuatu says.
5 motorcycles that failed to set the sales chart blazing  Indian Autos BlogThe Indian motorcycle market is always a tough nut to crack. The two of the largest players in the market, Honda and Hero, alone account for more than half of ...
Turmoil inside Boston-based Wayfair over sales to border camps  WCVB BostonApproximately 500 workers are planning to walk off the job on Tuesday.
Bonmarché seeks rescue bid after 'poor' sales  BBC NewsTroubled fashion chain Bonmarché has warned that trading in the first quarter has been "poor" and reversed its opposition to the £5.7m takeover offer from UK ...
Sears Hometown bleeds money and sales ahead of acquisition  Retail DiveSales at Sears Hometown were down nearly 24% year over year in the first quarter to $291.1 million, the company said in a press release. Comparable store ...
Strong prices at Otago and Southland bull sales  New Zealand HeraldIt's been a cracking southern autumn bull season with buyers chasing quality bulls across all breeds. Over the majority of Otago and Southland sales, a total of ...
Hero Splendor outsells Honda Activa once again; tops two-wheeler sales chart in May  BikeWaleThe scuffle to stay on top of the two-wheelers sales chart continues between the Hero MotoCorp Splendor and the Honda Activa. Now that the May sales figures ...
'Not A Soul On 26th Street': Sales Drop At Little Village Shops As Threat Of ICE Deportation Sweep Looms  Block Club ChicagoLITTLE VILLAGE — On the first official weekend of summer, Little Village shop owner Adolfo Peña noticed something strange on 26th Street — the business ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
Queen of Hearts sales stagnant  Northwest HeraldFor the second week in a row, ticket sales for McHenry Veterans of Foreign Wars Post 4600's Queen of Hearts raffle remained at about 30,000, Senior Vice ...
UK bans new arms sales licences to Saudi Arabia, UAE, Egypt, Bahrain and Kuwait  Middle East EyeAnnouncement follows court ruling that government acted unlawfully by approving licences without considering whether weapons could be used to commit ...
Ontario cannabis sales more than doubled after stores started to open  Global NewsLegal cannabis sales more than doubled in Ontario in April, from $7.6 million to $19.6 million, as a handful of legal stores started to open,
Sterlington postpones sales tax vote, approves sewage rate increase  Knoe.comThe Board of Alderman originally planned to vote on a measure to give the town the highest sales tax rate in the country Tuesday, but the vote has been ...
Square Yards to license tech solution to real estate developers for sales, marketing  Business StandardProperty brokerage firm Square Yards, backed by Anil Ambani led Reliance group, Wednesday said the company will license its tech solution to real estate ...
Sales warning over new-car emissions tax  Independent.ieWHILE much of the public focus has been on the electrification of our cars for the future, it is easy to overlook the fact that another, more immediate, decision lies ...
Giant Eagle proposes expanded Unity GetGo with beer sales, car wash  Tribune-Review ArchiveGiant Eagle wants to include seating for 30 diners, beer sales and a drive-through car wash as part of an expanded Get Go convenience store it is proposing in ...
FBI: Charleston car dealer defrauded banks, customers to boost sales, reap profits  ABC NEWS 4Court papers show the FBI recently raided a Charleston car dealership in an investigation of a years-long fraud scheme involving falsified loan applications and ...
Biggest sales: A Back Bay townhouse for $9.625 million  Boston.comThis week's biggest sale had not been on the market as a single-family home in almost a century. Read more on realestate.boston.com.
How Home Depot Is Planning to Drive Sales  Market RealistTo counter Amazon (AMZN), Home Depot (HD) continues to focus on enhancing its interconnected experience for its customers by investing in both digital ...
Exclusive | Wockhardt now exploring brand portfolio sales to reduce debt  MoneycontrolThe Mumbai-headquartered firm is now reaching out to strategic suitors and is exploring the sale of select brand portfolios, two sources familiar with ongoing ...
Here’s what the $20M-$30M NYC investment sales market looked like last week  The Real DealThe Real Deal takes a look at NYC's investment sales in the $20M-$30M range.
Car market could plummet to as few as 55,000 sales next year  The Irish TimesNew tighter emissions testing could push vehicles into higher tax brackets.
BTS Earns Record-Extending 13th World Digital Song Sales Chart No. 1 With 'A Brand New Day,' Feat. Zara Larsso  BillboardA week after logging its 12th career No. 1 on Billboard's World Digital Song Sales chart, BTS tallies its 13th on the ranking dated June 29, as the superstar K-pop ...
Stock Exchange reacts to FCA investigation of Lookers’ sales processes  AMLookers has said that it is “cooperating fully” with the Financial Conduct Authority (FCA) as the regulator announced that it was commencing an investigation into ...
Are Gin Sales Booming Thanks to 'Plant Theory'?  FortuneGin makers are experimenting with surprising flavors like basil, rhubarb, orange and cinnamon, bringing new drinkers into the fold.
Hero Passion 100cc Discontinued In India Due To Poor Sales – Report  Car Blog IndiaReportedly, Hero Passion Pro 100cc variant has been discontinued in India. However, the bigger XPro with a 110cc engine will be available in the market.
Statistics Canada reports wholesale sales rose 1.7 per cent in April  Yahoo Canada FinanceOTTAWA — Statistics Canada says wholesale sales increased 1.7 per cent to $65.3 billion in April, boosted by the motor vehicle and motor vehicle parts and ...
Auto sales go from bad to worse, fall 21% in May  LivemintSales of passenger vehicles register the steepest decline in nearly 18 years.Top carmakers such as Maruti Suzuki have been forced to close factories ...
Asus 6Z goes on sale today: Specs, price and offers  Moneycontrol.comAsus 6Z would go on sale for the first time today in India. The smartphone goes on sale at 12 pm exclusively on Flipkart. The key highlight of the Asus 6Z is a ...
Real estate index gains the most as sales volume picks up pace  LivemintNew launches under Real Estate (Regulation and Development) Act have seen a sharp rise, leading to higher sales.The once unorganized real estate sector is ...
Renault India To Double Sales In India By 2021; Triber Key Contributor  Car and BikeRenault India found success with the Duster and even the Kwid in India and now it's readying to bring in its compact MPV - the Triber - into India. The Triber too ...
2019 Bajaj Dominar 400 registers 59 per cent sales hike in May  BikeWaleThe motorcycle has registered a significant jump in sales by registering 1888 units in May as compared to 1191 units in the corresponding month last year, ...
Britain’s arms sales to Saudi Arabia may have been ruled ‘unlawful’ – but that doesn’t mean they’ll stop  The IndependentIt's been a rough week for Saudi Arabia. On Thursday, the Court of Appeal ruled that the British secretary of state broke the law by allowing arms sales to Saudi ...
Retail sales decline 6.9 percent in April  Hurriyet Daily NewsThe calendar-adjusted retail sales volume index declined by 6.9 percent on an annual basis in April, the Turkish Statistics Institute (TÜİK) announced on June ...
Five Models On Sale, 3 Lakh Annual Sales In India By 2021: Kia CEO  Car and BikeKia Motors' global CEO H W Park has told us exclusively that Kia will aim for an aggressive start to it India operations with 5 new models for India - one every 6 ...
Somi Makes Top 10 Debut on World Digital Song Sales Chart  BillboardAlmost four years after the K-pop world was first introduced to her, Somi has finally made her official solo debut and scores not one but two top 10 entries on first ...
Fresh woes for Tata Motors as Jaguar Land Rover’s sales drop across regions  LivemintJaguar Land Rover Ltd, the UK subsidiary of Tata Motors Ltd, is not out of the woods yet. The 12.2% sales decline in May makes it the twelfth consecutive month ...

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

Talking To A Prospect As If To A Friend

While working with a new coaching client, I asked to... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More