It is a proven fact that a vast majority of customers make their purchase decision based on their emotions. People often tend to find an emotional connection with the product that they are buying. Keeping all this in view, it would not be difficult to infer that for a sales person, to sell his product, he must explore the emotions of the prospective buyers to make them feel that connection with his product. Salesmen often induce a feeling of fear or joy in the minds of the customers to motivate them to respond in a desired manner. For example, Insurance agents often induce a feeling of fear in the minds of customers to sell their insurance policies. This only being one aspect of the discussion, from the customer’s point view however, it is all together a different story.
We as customers would never want someone to exploit our emotions for their own benefits and in this case a sales person trying to sell us a product we can live without. Mere thought of someone playing with our emotions for their own good rings a caution alarm in our system.
It is a rough world out there and to survive and thieve, a salesman has to sell his product by any means necessary (legal of course) and ‘exploring’ the emotions of the customers being the most effective tool in the hands of the seller.
Therefore from the seller’s perspective it is absolutely correct to target the emotions of the customers to meet his goal. From the customer’s point of view however, it is unethical on the part of the seller to play with their emotions and sell them something they never needed in the first place.