PRLog - Nov. 13, 2012 - NEW YORK -- New Business Book Just Released By International Author, Selling to the Seven Emotional Buying Styles
Author and CEO, Greg Ferrett is pleased to announce the release of his new book, Selling to the Seven Emotional Buying Styles: Make Every Sales Call Pay by Selling to Emotional Needs.
Sales people have learned hundreds of tricks to help people make a decision and close the sale, most of which today’s buyers have learned and are now immune to. The big problem sales people face is “How do you sell when buying is now such a logical process?”
Recent breakthrough scientific studies have revealed, when it comes to the point of making a decision, logic plays only a small role and in most cases logic is used simply to justify an emotional decision.
In Selling to the Seven Emotional Buying Styles readers will discover how and why emotion is such an important part in decision making and the book reveals a much simpler way to close a sale. Learn how to drive emotion in a way buyers will not be aware of. Emotion, as it is a chemical reaction in the brain, once triggered can not be turned off. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else.
Ferrett says, “This is a very practical book designed to give you everyday tools to take advantage of this breakthrough in understanding of how people make decisions. You will meet and identify the seven emotional styles.”
The seven emotional buying styles are: The Hustler, The Artist, The Normal, The Engineer, The Politician, The Double Checker, and The Mover.
Every person from the CEO to receptionist makes decisions based on emotion. This book gives a simple tool to identify each style using outward signs such as clothing, language, stance and office decor. Learn techniques to drive emotion through the use of green and red emotional buttons.
Selling to the Seven Emotional Buying Styles provides a summary of the scientific evidence showing why the old idea of a person being a logical being, when faced with a decision, is wrong. Whether people are aware of it, emotion drives every decision. Emotional Intelligence is today’s buzz word driving the way people learn. In the same way emotion is also the way every buyer will make a decision, and each buyer will make a decision based on their emotional makeup. Every potential buyer will have a mixture of the seven emotional styles and understanding them is your key to future sales.
Anyone looking to influence a decision or close a sale will find that this book gives them the strategies to work with each emotional style. It will give readers ideas for conversation starters, what to talk about and questions to ask of each emotional style so they will know what is really going on in their mind and, importantly, the chemistry in their brain driving emotion.
Selling to the Seven Emotional Buying Styles: Make Every Sales Call Pay by Selling to Emotional Needs
Author: Greg Ferrett
Publisher: Exceptional Sales Performance
About The Author:
Greg Ferrett was born in Kitchener, Ontario in 1954 and grew up in Seoul, South Korea, where his parents worked as Christian missionaries working mainly with North Korean refugees. Greg graduated from the University of Newcastle in 1986 and is a lifelong student of the sciences unlocking the complexities of human behavior. He works with people and businesses where influencing others' decisions and their behavior is critical to their success. He is CEO of Exceptional Sales Performance based in Melbourne, Australia and works throughout the Asia Pacific region. Greg Ferrett is married, has three children and two grandchildren, and lives in Melbourne, Australia.
For more information, review copies, or interviews please contact the author at:
Selling to the Seven Emotional Buying Styles is available for purchase online through the author's website, from the publisher, Amazon.com, BN.com and other online retailers. Bookstores should contact Ingram for wholesale orders.