Mute
phfalci
A Ferrari não convence ninguém a comprar. Ela desperta desejo. Porque quem tenta empurrar uma decisão encontra resistência. Quem desperta uma necessidade conduz naturalmente o cliente à decisão. Isso tem nome: reatância psicológica. Quanto maior a pressão, maior a tendência do ser humano de proteger sua liberdade de escolha. É por isso que quem não gera valor acaba refém do preço. Quando o cliente não percebe uma diferença clara, a única comparação que sobra é quanto custa. Por isso, o vendedor...
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