How often do you leave a meeting thinking you have the business? They liked what you had to say, nodded at the appropriate times, and even laughed at a couple of your jokes. Sometimes, even when you covered all the facts and showed them all the appropriate features and benefits they still do not buy.

A possible cause…many salespeople are too caught up in the intellectual side of the sale. The truth is people buy based solely on Emotion. If you cannot help your prospect discover their emotional buying reasons, odds are you will not get the sale.

Professional salespeople have a system that helps them get their prospects and customers emotional…then help them intellectually make buying decisions. The only thing worse than a prospect without emotion, is one who rushes into an emotional decision. Too often this brand new customer will change their mind once the emotion goes away, OR when the current vendor returns.

Always remember, People Buy Emotionally—They Only Make Decisions Intellectually. Think about this before your next sales call, or ask for help from Sales Concepts at 440-835-1529.

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