Most of your sales will not be closed by you. They will either be closed by the customer’s emotional want/need or a business crisis that can potentially be solved by you.
And this confuses people on many levels. But think of your own experience. Try this exercise and then email it firstname.lastname@example.org
Write out the last 5 things you purchased at a cost greater than $100.
What drove the reason for the purchase?
Was it a crisis?
Was it an emotional purchase?
Now, some of you will say – I purchased them in a logical fashion. I identified the options. I weighed the pros and cons. I made a logical choice.
Nope – that was an emotional one.
Because guess what you emotionally wanted to feel like you were in control.
So, look at those 5 things again and send them to me. I’ll follow up with what % of your sales tend to be emotional or a crisis.
Understanding your wiring will help you to listen better to potential or current customers.