You don’t sell a 19-cent rubber doorstop the same way you sell a $1.3 million 1,001-horsepower Bugatti Veyron 16.4 Coupe. Selling the made-in-China wedge takes about 19 cents’ worth of influence. For the Bugatti, you may need to work through lunch to clinch the sale.
But it’s more than what you need to say to your prospect that makes all the difference in your success. It’s the way your prospect needs to think about what you’re saying.
Listen: Two types of thinking processes occur when consumers are faced with buying decisions. These two thinking methods represent two routes to changing consumers’ attitudes: peripheral ...