Salespeople should stop saying "think" and start saying "feel" when talking to prospects. The word "think" triggers logic, while "feel" keeps buyers in the emotional mindset where they actually make purchasing decisions. Replace "What do you think?" with "Do you feel like this could be the answer?"
You might be losing deals because you use this one word, and that word is think. Now, why do I say that? Because do human beings buy on logic or emotion? We all know it's emotion, right? So I want to keep them in their emotional state. I want to swap out the word think with feel. Let me give you an example of this. Some of you might have been taught to say, what do you think, Mr. Prospect? Or do you think this would be right for you? Where does that take them now? Back to their logical side of the brain, where they don't make decisions. So instead of using the word think, I can just swap it out with feel. Do you feel like this could be the answer for feel? Like keeps them on the emotional side of the brain, where human beings make decisions. Hope that helped.
