Eric DeeranOne mission — help agency owners build businesses they actually love running.

Get your clients into their "emotional state" on the calls

24 Aug 2023 · 0 min

Watch on YouTube

0:19

Brief sales-coaching advice: encourage salespeople to probe clients' pain points and feelings (e.g., why haven't you acted? how do you feel?), ask about competitors and perceived falling-behind, and deliberately use words like "feel" to move prospects into an emotional state because buying decisions are often emotional.

Dig deep into those pain points. Like, why haven't you done anything? What do you feel like you need to do something? Like, what are your competitors doing? Do you feel like you're getting left behind? How is that affecting the business right now? Like, how do you feel? Like that's. Do you feel like you could get. And use a lot of words like feel? Because then it gets them into their emotional state, and people make those buying decisions when they're in the emotional state.