HTSS204 - How to use emotions in sales to close deals - Scott Sylvan Bell

<p>How to use emotions in sales to close deals</p> <p>You can use emotions in sales to close deals. Please make sure to do this right or you will be seen as manipulative. If you are not careful you can induce reactance and skepticism in your presentations. When you reach reactance or skepticism in your sales process you can close the deal but it will probably take hard closing or heavy discounting to close. When you use emotions incorrectly or push too hard enough you can trigger contempt and that will lead to no sale. </p> <p>Should salespeople use emotions in sales?</p> <p>You should absolutely use emotions in sales to close deals. If you are not using emotions in sales to close deals it, you are leaving money on the table. There are times where you must pay attention to how you ask questions and interact with your buyers. Some ground rules for using emotions in sales:</p> <ul><li>Your vocabulary has to match your style</li> <li>Vocal pitch and tone matter</li> <li>You can mirror your buyer</li> <li>Questions and stories rule – tell the story and insert the word or the word track</li> <li>People buy with emotions and justify with logic</li> </ul> <p>Where salespeople struggle using emotions in sales </p> <p>You do have to know something about using emotions in sales. You use emotion in sales with the buyers you meet with but you hold fast about your beliefs and conversations. You don't allow the conversations to move you too far emotionally. If you get too emotionally wrapped up it creates problems later on down the road. You being too emotional takes you out of control. You need certainty, they need emotions. In sales, your buyer is looking to you for leadership.</p> <p>How to make your competition in sales work harder </p> <p>You should make it harder for your competition to sell against you. How you present ask questions and interact should make the “competition” job hard implicitly and explicitly. There are a few ways to make that happen:</p> <ul><li>Show they are not prepared</li