About this video
Why it is important to sell a prospect an emotional attachment, as well as the product or service that is being sold?
In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains that what prospects are buying into, is the sense of loss of NOT having that emotional feeling within them when they purchase your service or product and that’s what pushes people into making that final decision.
Video length: 3:43
About Nicola Cook
Nicola specialises in helping business leaders create accelerated growth and scalability in their sales function.
Originally from a blue-chip background, Nicola held senior sales positions at American Express, Procter & Gamble and Gucci, before switching her focus, initially to a scale – up business where she was part of the management team that successfully scaled and exited, before starting her own consulting firm, Company Shortcuts, in 2004.