Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 46

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Old or young, rich or poor, we are much alike. What interests us is what touches ourselves. When we make our choices we do not always accept or reject things because of their intrinsic worth but because they appeal strongly to the group of instincts, emotions, and habits which just then is motivating the inner life and influencing decisions.

The salesman who is clever enough to present his merchandise in the ways that appeal most directly and powerfully to these inner controls enjoys a great advantage over one who lacks this ability.