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These criteria are the less tangible needs and include feelings of success, relief, pride, joy, fear and concern. For example, a person buying a pair of jeans will have specific logical needs such as waist size, inseam length, color and style. But, ultimately, the emotional aspect of how they fit and look will influence that person buying decision.To uncover your customer’s emotional buying requirements learn to ask, are you looking for in a followed by is that important to you? The first question helps you learn the logical need while the second question will help the customer express the emotional reasons behind their purchase.

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