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| | Emotional Rescue |
 | | But as prospects look for the right pool builder, the decision process can be laced with other, more negative emotions that could ultimately quash a deal: anxiety, fear and confusion. |
 | | Being aware of those emotions, and knowing how to deal with them, is key to making a sale and ensuring a smooth project, according to sales consultants Ray Leone and Thomas D. Phillips. |
 | | People buy on emotion and justify their decision with logic, says Leone, president of Leone Resource Group in Charleston, S.C. One of the many laws of selling is that there is no such thing as a rational buying decision, says Phillips, president of Sales University Inc. in Round Hill, Va. |
| www-rohan.sdsu.edu /~renglish/377/notes/poolspanews_artcles/emotional_rescue.htm (1819 words) |
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