11.30.2019 - By Salesman.com
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,