BizSugar.com › Sales › Emotional Baggage: It's There, You Just Need to Find It

Customers need things. Thank goodness for that, because if they didn't, commerce would grind to an abrupt halt, along with all salespeople's careers.

Consumers need books, TVs, furniture, education, massage, barbecue grills, security systems, trees, orthodontics, replacement windows, hair replacement, bass boats, facelifts, vacations to Italy, jewelry, and thousands of other products which we, as sales professionals, are always happy to sell to them. But when we focus on only our products, we can lose sight of the emotional foundation of these customers' needs.