It's the Customer, Stupid! by Michael A Aun

Author:Michael A Aun
Language: eng
Format: epub
Publisher: Wiley
Published: 2010-12-29T16:00:00+00:00

Headstrong Henry: The Stubborn Prospect

Hanks are just plain stubborn! They are dogmatic, contentious, narrow-minded, and unshakable in their beliefs. Compliment them with firm resolve. Be careful not to confuse them with the facts. These folks buy based on emotion, not logic.

The business goes on the books on the shoulders of an emotional decision. However, make no mistake; it stays on the books with logic. Don’t get into a verbal volleyball game with Henry. He’s headstrong and proud of it.

Be careful with Henry. Don’t start believing your own press releases about how great you and your company are. He’s not buying it, and frankly, neither should you. It’s okay to be confident in what you offer, but don’t make the mistake of believing your own marketing propaganda. Keep it real with Harry—he just wants the facts.

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