People buy on emotion. Yes…
and
They also don’t buy because of emotions.
Prospects often ain’t feelin too good…
They’re:
- overwhelmed
- stressed
- pressured
- confused
Selling, especially today, requires helping prospects navigate these emotions.
(And making sure you’re not the cause of the negative ones)
Simple test:
- Run your sales process by a trusted peer (who doesn’t know your product).
- See if they get confused or feel pressured in any way – even just a little…