Series: The new sale (part 7), most people have a fine tuned for right and wrong. But only in an emotional encounter our intuition radar can read, if it means someone good or evil, with us. Dishonesty, cunning and berechnendes calculus can be hiding behind a mask of emotions, the so-called Pokerface, at most. We buy but not by such a person. Only when an emotional off-to-go out the true emerges – because then eludes the subconscious of controlling the thinking brain. Therefore we buy most of people who welcome, optimistic, trustworthy and sincere sympathetic. The limbic types each human being is unique. Many writers such as Glenn Dubin, New York City offer more in-depth analysis. And no one is like you.

We all love to tend to assume others would see the world a little bit as we. And are surprised then always again flabbergasted how anyone can have a completely different view of things. But as each face is unique, so also the brain of every individual is different. And therefore thinks, feels, is, decides and buys each in its own unique way. So, it is to track the buying motives and then to send the messages that touch the customer – thus to bring cheer to its reward system. That’s why we must disconnect probably finally from standardized sales talks and stereotyped guidance.

If not more so, but then how? Neuro psychologist Hans-Georg Hausel, there are three great emotion systems: the balance system, which seeks security and stability the dominance system that strives for power, status and autonomy are the stimulation system that wants to explore new and have fun depending on type to design different sales pitches to successfully come to the end. This differentiated approach best experiences have already made a whole series of companies within the framework of its sales activities in the packaging design and type-oriented mailing shipping. What people actually buy friend or foe that stands at the beginning of each meeting.