EP. 251 Emotions Plus Logic Drive Decision Making- Truth 14
Why do buyers agree with your business case but still hesitate to act? Understanding the benefits isn’t always enough. They also need to care about what the change will mean for them.
In this episode of Sales with ASLAN, Tom Stanfill and Tab Norris explore Truth #14: Emotion + Logic = Action. They unpack how emotions drive decision-making in sales and how sellers can connect credible evidence to the outcomes customers care about, without creating pressure or manipulating the decision.
You’ll learn how to:
Connect your recommendation to the buyer’s priorities using ASLAN’s three C’s: connect…
The skinny
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