Why do so many sales strategists view "finding the pain", or using "scare tactics" as an effective sales process?... one that appeals to the more base, primal instincts of the prospect's "alligator brain" (amygdala)?
What about the base, primal instinct of pleasure? Can we be as successful focusing on selling the emotional pleasure and rewards of buying the product, rather than presenting the fears and regrets of not buying? Of course we can... most of the time... but sometimes... love hurts.
;-)
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