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Buyers Quote by David H. Maister

“while most providers sell on the basis of technical competence, most buyers buy on the basis of emotion.” quote by David H. Maister
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““while most providers sell on the basis of technical competence, most buyers buy on the basis of emotion.””

David H. Maister

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.

Key Takeaway

Build emotional rapport with clients.

Themes

sales psychology relationships

Mood

strategic insightful

Type

sales psychology

When to use this quote

  • client meetings
  • marketing campaigns
  • product demos

Key Concepts

emotional intelligence trust building

Questions to Reflect On

  • How can you authentically connect emotionally with customers?
  • What emotions influence your buying choices?
A Different Perspective

Technical excellence alone may not close deals.

3.6 out of 5 (3 ratings)

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