Logic versus emotion in business

> In the meantime I'm salvating at the
> prospect of driving a sexy new BMW.. see
> what I mean?
Now Dave, if you truly wanted your wife to be safe, you would be pushing a Volvo brochure at her, the main danger then would be boredom.
You are right that logic and emotion are both tools in the sales kit.
While every individual is different, our basic motivations/ world views can be classified in 4 or 6 or 8 or whatever categories depending which theory you read. Taking the same basic criteria and the same information may lead to completely different buying decisions, depending on "what floats your boat". This shows up very clearly when using sales reps to sell a product. Given the same database, each rep may sell to 25% of the customers, however each one will sell a diiferent 25%, depending on the personal interactions and type of presentation. Successful sales people come from all types of personality, some may rely on flamboyance and a commanding presence, while others appear bland as pudding, while managing to hook into each customers triggers.

The type of sales approach you take will depend on your own world view, which will be attractive to people who think like you do. Just try and sell a product you have little enthusiasm for or faith in its "rightness" for the customer. Its hard work.