Chapter 5Acquiring New Customers
The Emotional Triggers That Transformed a Sales Organization
The human body has two ears and one mouth. To be good at persuading or selling, you must learn to use those natural devices in proportion.
—Tom Hopkins
Sometimes a company is their own worst enemy. The competition isn’t the problem. Instead, it creates obstacles all on its own. This is the story of a Southwest data storage operation that found their service extremely timely following Hurricane Katrina. Their top-notch sales team easily opened doors with companies more acutely aware of the need to protect sensitive data, but they failed to gain many new customers. Emotional-trigger research revealed the fatal flaw in their sales approach and provided ...
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