Emocional'nye prodazhi: Kak uvelichit' prodazhi vtroe (eBook, ePUB)
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The client makes a purchase decision at the level of sensations, emotions, rational arguments play a secondary role for him. But is it possible to "capture" these emotions of the buyer, "get into" his head and understand what drives him? And how to build sales on this? How to find not the usual reasonable arguments that sellers are used to giving, and buyers - to listen, but to characterize the invisible benefits of the product, available only on an emotional level? This can be done by mastering the technique of emotional sales, that is, you should sell by appealing mainly to the sphere of emo...
The client makes a purchase decision at the level of sensations, emotions, rational arguments play a secondary role for him. But is it possible to "capture" these emotions of the buyer, "get into" his head and understand what drives him? And how to build sales on this? How to find not the usual reasonable arguments that sellers are used to giving, and buyers - to listen, but to characterize the invisible benefits of the product, available only on an emotional level? This can be done by mastering the technique of emotional sales, that is, you should sell by appealing mainly to the sphere of emotional perception of the client. In an accessible form, using vivid and illustrative examples, the author of the book outlines the methodology for transforming the classical sales model into emotional sales. For each stage of communication with the client, two or three specific methods are described that have proven themselves in practice.
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