Sales Is An Emotional Roller Coaster (For You AND Your Prospect)

by Paul Castain on October 11, 2017

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Think about ALL the emotions you experience as a sales professional.

If you were to jot them down, you could easily see a wide variety of both good and bad and probably a few emotions that fall in between but;

That’s actually the easy part.

The hard part is being mindful of the fact that your prospect has emotions too and;

Its your job to help them navigate through them in order to make the best decision.

How do you help someone navigate through the emotions that they are experiencing?

Well, the first step is to understand what those emotions are.

And that’s why you should mentally fire yourself and rehire yourself as your ideal client.

If you were them, what would annoy you, frighten you, cause you to hesitate, excite you (both in a good and bad way) etc.

What could be painful for you in your role?

Perhaps things like deadlines, managing multiple vendors, internal/external clients, quality, dealing with your boss, surprise cost etc.

What opportunities would excite you in your role?

Perhaps things like more sales, more profit, quicker turn around time, quicker launch time, greater efficiencies, happier employees, clients and shareholders etc.

Now rehire yourself back (with a salary increase) so we can do the next step.

The second step is to ask questions around those pain/opportunity points and to harness those emotions.

The emotions are super important because that’s how we tend to make our decisions;

Emotionally and then justified with logic

So the next time you’re feeling like this whole sales thing is an emotional roller coaster;

Just remember that the person buying your widget is riding their own emotional roller coaster too.

Oh, and just as a sleazy sales rep might take unfair advantage of a buyer’s emotions by gouging the price etc;

There are buyers who will do the same to you if they catch you wearing your emotions on your sleeve.

I’m going to be talking more about these emotions during our 20 Psychological Tactics That Drive Sales webinar.

It all takes place on October 19th, at 11:30 am EST.

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc


Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips


Webinar Replay

Bonus PDF Sent After The Webinar

How Much?


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