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, 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, navigating this sh*t storm of a pandemic, 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 AWESOME Questions around those pain/opportunity points and to harness those emotions.
These 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.
For more ideas on how you can expedite your deals download our Closers Academy resource.
Here’s what you’ll gain by downloading it;
Session I (Prerecorded View Whenever You’d Like)
*The one question you MUST ask the minute you set the appointment.
*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
*12 tactics that safeguard your deal from obstacles, stalls and objections.
*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
*How to disqualify competitors WITHOUT badmouthing them.
Session II (Prerecorded View Whenever You’d Like)
*The one question you MUST ask BEFORE presenting your solutions.
*3 things to include in your proposals that your competitors WON’T!
*How to keep the discussion from going prematurely to price.
*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
*How to ask for the business WITHOUT getting all “salesy”.
*How to negotiate like a pro!
*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
Go at your own pace!
Here’s What You’ll Get . . .
(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
(2) Sets of Worksheets
PDF With 100 Sales Questions
Templates
What’s The Investment?
$199
Please click HERE to get it instantly!
