The Power of Evoking Emotions in Sales
Emotions play a significant role when it comes to buying. Have you ever
bought an expensive item just because you have some attachment to the
In Sales, learning to evoke emotions is essential. It would be best if you
learned how to make your target audience feel you understand their emotions.
The other day, I met with someone who had accepted my consulting proposal.
As we went through the proposal, she was okay until we got to terms of
payment. I noticed that her face went from looking upright to facing down, and
I knew there was a problem with that part.
I did my best to get to the bottom
of the matter, which made her feel emotionally heard and gave her the
confidence necessary to move on with the proposal emotionally heard.
Active listening and mirror words are two amazing ways that you can use to
make the other person feel heard. When having a conversation with anyone,
the best thing you can do is listen to them attentively. This makes the other
party feel heard. Mirror their last three to five words make them know you
were paying attention.
In this episode, I will share some tips on how you can evoke emotions in sales
that will help you get better in sales. Listen in and learn.
Key Talking Points of the Episode:
[02:18] My last week's meltdown
[05:41] The power of evoking emotions in sales
[07:35] Active listening
[08:40] Mirroring words
[09:58] My 2009 story
Magical Quotes from the Episode:
"Don't go into business with people that are not smarter than you."
"I'm really good at evoking an emotion. That's what you got to do, you got to
evoke some sort of emotion because we buy emotionally."
"If I could get to how they're feeling. They're going to understand that I
understand how they feel. Therefore, they're going to move forward."
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