In

today’s video I’m going to share why

buyers can seem utterly irrational and

don’t close the sale, even though it makes complete logical sense

for them to do so.

Then

I’ll tell you how you can overcome this emotional mess that buyers

find themselves in so you can win more business and crush your sales

target.

Have

you ever been in a sales meeting where everything is going perfectly.

The potential partner needs your product desperately, they have the

budget, all the decision makers are in the room, yet the deal falls

through?

This

is because the potential partner is thinking emotionally rather than

logically. In this video you’re going to learn why this is and how

you can switch on the logical side of the potential

partners

brain so they close the deal and you get paid.

It’s

not just potential partners who get emotional when they should be

thinking logically. All of us do it. It comes down to how the human

brain is physically wired.

You see, making decisions on emotion factors is actually the default, go to way of making decisions. This is because the limbic or emotional part of the brain comes before the frontal lobe or the logical part of the brain in it’s wiring.

Emotional decision making

Lets

take a look at this image which shows this visually –

Here

is how it works – everything you see, smell, hear, taste and touch

is picked up by our sensory organs and converted into electrical

signals. These signals are then fired towards our brain, passing from

cell to cell through our spinal-cord.

Eventually

these signals travel to your frontal lobe, which lives in your

forehead, which is where rational thinking takes place. The issue is

that before it reaches the rational part of your brain it passes

through your limbic system and this is where instant, instinctual,

emotional responses are produced.

This physical journey of firing neurons ensures that you experience things emotionally before you can reason with the emotion and think logically about the situation. There is constant communication between the rational and emotional parts of the brain but the emotional side of things gets information first, which always skews the output towards emotion.

Rewire their brains

So

what we need to do is rewire the decision making system of our

potential partners to do this –

We’ve

added an extra step of THINKING about the initial emotional response

the potential partner wants to throw at us and then getting them to

consciously choose their next action rather than acting instantly.

You

can’t stop them thinking emotionally or even illogically but you

can nudge them into consciously adding a second layer of logic to

these thoughts after they occur.

To

do this you’re going to mirror their emotional state and slowly

drag it towards logic.

Now

lets think of the sales process from the potential partners side. It

looks a little something like this –

They’re

going about their day, everything is looking pretty logical. Then

they find an issue,