generic xanax less effective xanax drug how long is 1mg of xanax in your system
400 mg tramadol and alcohol buy tramadol no prescription long does tramadol high last
buy soma from usa purchase soma soma pharmacy no prescription
hydrocodone apap recreational dose hydrocodone online prescription hydrocodone dosage 5mg
xanax 7.5 xanax for sale therapeutic dose of xanax for anxiety
valium effects on driving valium pills valium dosage pills
20mg ambien cr buy zolpidem online ambien side effects long term usage
buy tramadol online florida order tramadol tramadol 50 mg generic
valium makes depression worse buy diazepam price volume agreement taiwan
cost of ambien generic buy zolpidem online ambient weather ws-1171a review
There are many emotions that we experience when we are in front of a prospect. We may be nervous about the reaction we might get when we meet up. We might be concerned that we may miss a key component when we discuss the needs of the prospect. And we may feel buzzed and excited about the possibilities of doing business with this client.
But what about the prospect’s emotions? How do they feel about the situation? Might they be nervous and anxious about making a decision? Could they resist because they don’t want to be put under pressure?
The interesting thing about human emotions is that they have a major influence on decision-making. The reason for this is they drive our pain and pleasure centres in the brain. When we make a decision, it’s normally for one of two reasons…either to move away from loss, discomfort or pain, or to move toward benefit, pleasure or opportunity.
We tend to do more to avoid pain than gain benefits, so what kind of emotions will drive our prospects to make a decision to agree that our proposal will be the best for them?
Strange as it may appear, one of the biggest driving forces is fear. Fear of loss or fear of missing out on something has been a key component of advertising and marketing over the years, because advertisers recognise the power of this force. How can you use this knowledge to build a good relationship and rapport with the prospect?
1) Recognise that fear of loss, pain or discomfort is a key driver of decisions. Ask yourself; what are the benefits that the prospect would miss out on if they didn’t go with your solution? What profits could they lose if they chose a different option? The power of your solution should encourage the prospect to think about how much they would be without if they went with someone else?
2) Ask the prospect about the possible losses they would incur and whether these would be acceptable if they didn’t go with you. By encouraging them to think about the end results, they think more about the destination than the journey.
3) Encourage them to consider the benefits they would achieve with your solutions rather than the competition’s. These facts will allay the fears the prospect may have when they think of any changes that might have to take place if they chose a new supplier or went in a different direction.
4) Build confidence in the decision to go with you, so the fear of making a mistake diminishes as this assurance grows. Nothing gets rid of fear quicker than the power confidence gives to a person, so ensure you build that emotion in the prospect, and the debilitating effects of the fear of making decisions will diminish.
Put these ideas into action and you’ll see these major away-from emotions start to work for you rather than against you.
MTD Sales Training
(Image by Stuart Miles at FreeDigitalPhotos.net)