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View profile for Rajni Birdi, graphic

Operations Officer at The Keyhole Heart Clinic / Head of Learning & Development at CareerVive

Does anyone need to hear this today? People buy for their reasons, not yours. It follows then that to be effective, you must approach people the way they BUY rather than the way you sell. Most salespeople begin the sales process from a position of logic and over the course of the sales process shift towards emotion. On the other hand, buyers tend to begin the buying process at the emotional level and over time shift towards logic.    At the beginning of the sales process the buyer is asking a basic question about the salesperson: Do I like you?    In the same moment, the salesperson is delivering a pitch on product features they believe will generate interest from the buyer. At the end of the sales process when the buyer is asking rational questions, putting objections on the table and negotiating, the salesperson is reacting emotionally to perceived rejection, desperate not to lose the deal. And so it goes throughout the buying journey. At the emotional level, the parties are out of sync. Remember: People buy for their reasons, not yours. SOURCE: Jeb Blount: Sales EQ: How Ultra High Performers Leverage Sales–Specific Emotional Intelligence to Close the Complex Deal. #emotionalintelligence #salesadvice

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Jane Cole

Performance coach for media sales professionals

7mo

love this piece of research

Helen Towers

Get grounded in strategy...then let loose with creative

7mo

And it ties in perfectly with Start With Why from Simon Sinek, who we love, obvs 😍

I still remember this from one of the modules in the Academy! Hope you're doing well!!

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