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Why Emotions Matter

When we think about sales, we often focus on facts, figures, and features. But if you’ve ever made a big purchase decision, you know that there’s something more at play. It’s not just about logic – it’s about how we feel.

Emotions are at the heart of every buying decision. Whether it’s the excitement of finding the perfect solution, the relief of solving a problem, or the confidence in choosing the right partner – these feelings guide us more than we often realise.

As a sales professional, understanding this is key. It’s not just about what your product does – it’s about how it makes your client feel. Does it make them feel empowered? Secure? Excited about the future? These emotions are what truly drive their decisions.

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