Psychology of Buying & Selling

The 2nd way to uncover the needs of the customer in an advertisement or sales presentation or brochure is to Demonstrate Emotions.
The cardinal rule of buying suggests, “All buying decisions are 100% emotional”. This rule suggests that a customer buys emotionally and then rationalizes the decision by justifying it in his mind. If your advertisement or presentation triggers that basic emotion, you can appeal to the customer so strongly that his concern about price becomes secondary.
For example, it has been demonstrated that a gentleman can buy diamonds, watches, cars or any costly item to please the woman he loves or is married to. Today parents think little about the price of an item when they wish to make their children happy.
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