Let's start with a comparison of which I realize with the title, and that may well serve us. He had realized that the word reason is only differentiated by a CO from the heart, and although there are many other words that acquire a different meaning by adding a few extra consonants and vowels, it is curious that it is precisely this same phenomenon that occurs to us when taking our decisions, sometimes more or less strong, but almost always our decisions are made more on an emotional and not a rational level.
Remember those occasions when you bought something that you liked a lot and when you got home you did not like it as much, because you were the victim of your shopping emotions and not of reason and it is, it is, of these situations that you usually take advantage of Sellers or purchase advisers without knowing that their charm has influenced us will disappear once we leave the store and leave with a product or service that we may not like so much.
Let's see how these two poles that seem opposite and that confuse us when choosing a good product or service are needed.
When we are faced with the proposal of a new product or service, the rational part of our brain analyzes the different variables of functionality, practicality, that it offers, saving time and money, weighing the variables between price and quality, generally this is the part of counseling where the client asks the questions that his knowledge gives him about the good of his interest and the advisor listens and answers concerns. if you are on the seller's side do not interrupt and allow the potential customer to satisfy the rational part of your brain, because only when you are satisfied will you have the necessary information to seduce your emotional part; And if you are the client, stick more to practical, technical and functional information than to elaborate designs and supposed added and differentiating values.
Now let's move on to the emotional part of our decisions, and although it may seem selfish, the following reference will only be understood by lovers of the Simpsons, remember that chapter where the company Stacy Malibu, launched a doll exactly the same as the previous one but with a new hat, thus taking the competition by storm, taking all sales - we are just as impulsive as children when making some of our purchasing decisions, no matter how practical and functional a good, always our final purchase decision will go to the emotions department and there it will be determined which product or to purchase, and if you are the seller it is time to take your white rabbit out of your hand and amaze the customer with one last trick, remember what which is of little value to you, may be of much value to someone else.
As a client, learn to identify the sellers of the advisers, the former seek to get their money and earn a commission, the latter seek to create a loyal customer to the brand, even if they don't have anything on that occasion, the former sell once, the latter loyalty customers selling for life.
And as my grandmother said, you can buy something practical, something you need, or something you like, but you can hardly find all three.
Daniel García.
