Buyers Quote by David H. Maister
““while most providers sell on the basis of technical competence, most buyers buy on the basis of emotion.””
About This Quote
Source Book: The Trusted Advisor, David H. Maister, 1995
Buyers choose based on emotional connection rather than pure technical skill.
In simple terms: Emotion drives purchasing decisions more than competence.
Build emotional rapport with clients.
Themes
Mood
Type
When to use this quote
- client meetings
- marketing campaigns
- product demos
Key Concepts
Questions to Reflect On
- How can you authentically connect emotionally with customers?
- What emotions influence your buying choices?
Technical excellence alone may not close deals.