Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).

How do you discover the right prospect inside of an organization and reach them with a compelling message that speaks to their pain? Terry walks you through an exercise to identify the logical and emotional customers in your prospect organizations. and demonstrably better about you in this video.