Emotion = Energy in Motion.
Sales require emotional energy, and emotional energy demands a strong EQ (Emotional Quotient).
Let’s take a step back. If what you’re selling won’t address the situation, problem, want, or need your prospect has, you should back off and refer them to someone who can help.
Don’t try to force a square peg into a round hole.
Most salespeople agree that emotions drive decisions, yet they fail to apply the necessary pressure.
Pressure, and only pressure, generates emotion. If you believe “high-pressure selling is wrong,” I want you to do two things:
First, stop reading.
Second, get a grip.
You don’t make decisions without some pressure. It’s probably perceived as a desire in your mind, so you might not see the connection, but nothing happens without pressure.
Think of Newton’s First Law of Motion: An object in motion stays in motion unless acted upon by another force. The force that drives change is emotion, and the force that causes emotion is pressure.
I consider myself a high-pressure salesperson because I won’t let someone off the hook from solving their critical problems. To do otherwise is unfair and unprofessional.
However, I allow them to generate and apply their own emotions and pressure through thoughtful questions.
Elicit pressure or cause it, but don’t be delusional. No pressure, no emotion, no change.
We’re here to help you master this art, ensuring you drive meaningful change for your clients.