Posted under Sales
from http://thesalesblog.com 1016 days ago

Moving from the Spreadsheet to Irrational Logic is a post from: The Sales Blog | S. Anthony Iannarino

Logic is a powerful tool. With the development of our massive neocortex we have the ability to use logic instead of emotion alone. This trend begins with the Greeks and goes right on through the Age of Reason to where we are today.

Most of the time we believe that logical decisions are better than emotional decisions. This is why major corporations and large companies have professionalized the purchasing process. They want to make sure that their buyers won’t (and can’t) make an emotional (or from their view, irrational) buying decision. Someone with a deep relationship built on trust and caring might be able to command a higher price than their competitor. That deep relationship is perceived as a threat to the buying company’s profitability. Paying a higher price is ...

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