This is Jeb Blunt and it's Money Monday on the Sales Gravy podcast.

Say, make money, money, money, money, money.

Make money, money, money, money, money, money makes the world go round.

I'm going to talk around town.

Remy gave me the sound.

People act on emotion and completely transactional impulse purchases, emotions drive buying decisions.

And the examples are legion, and science is stacking up one study after another that

demonstrate how emotion influences the choices that we make.

Daniel Pink says that to sell is human, and likewise, in my opinion, to buy as human.

As humans, we are certain that we're making choices based on rational logic, our best interest, or organized facts.

Science says that often we don't.

Emotion is why well-educated executives make multi-million dollar decisions with massive implications

for their companies because they feel that one sales team cares about them more than another.

At a wine tasting party where researchers placed the price of wine on the wine bottles, people said that the wine with the higher price tag tasted better, even though every bottle was filled with the same low-cost wine.

In another study, German beer hall music lilted from liquor store speakers on Tuesdays and French music on Wednesdays.

And correspondingly, German beer sales went up on Tuesdays with French music on Wednesdays. And correspondingly,

German beer sales went up on Tuesdays with French wine sales increasing on Wednesdays.

On the sidewalk outside the store, researchers peered into brown bags and interviewed the patrons

to learn why they purchased the beer of the wine. Most of the shoppers gave logical reasons

for the purchase. They saw it in a

magazine. It was recommended by a friend. They were cooking steaks tonight or they liked the taste

of premium beer. As humans, it's important that our self-image correlate with our decisions. So we

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