84% of buying decisions are based on emotion as opposed to logic – true or false? What I do know is that sales is about connecting with customers and to do that you need certain characteristics. Research tells us that empathy and drive are key in the selling process and the top sales people in any organisation have these qualities in abundance. These qualities are emotive human characteristics so that statistic sounds right to me.
I talk about these qualities in depth during my presentations and I always recruit salespeople who can demonstrate evidence that they have these characteristics at interview; reality is though that these people are very difficult to find. http://www.laurencewinmill.com/motivational-speaker/