What we think, feel or say about our idea, product, or anything is largely irrelevant. We do not convince people to buy an idea or thing, but rather we simply uncover and relate to their needs and their needs only. What I had forgotten is that, whether you’re selling backpacks, advice, or fractional ownership of a jet, people buy emotionally, then use facts and data to back up the decision to buy.

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Needs Analysis.

The #1 most important part of any sales transaction.