Communicating value goes beyond what is communicated to how value is communicated. Perceived value has emotional attachment. People make emotional decisions for logical reasons. Communicating value requires communication intelligence that aligns content with communication style and communication behaviour so that the promise of value is experienced from the sales conversation. This is called communication acuity.
Buyers remorse is something we have all probably experienced at one time or another – that feeling when our purchases don’t live up to our expectations. Personal examples… Read more “The Psychology of Sales – Avoiding Buyers Remorse | The Edge”
With many companies trying to shake off the drag of a global recession, CEOs are eager to find growth. One place they need to look is in… Read more “CEOs Need to Get Serious About Sales – Harvard Business Review | The Edge”