Short motivational/educational monologue advising salespeople to prioritize emotionally opening prospects. The speaker argues (citing Cialdini) that buying decisions are driven by emotion and later justified with logic; therefore effective questions and tone should create internal emotional tension so prospects generate and attach to the solution themselves, reducing objections and cancellations.
If you can't master emotionally opening up that prospect what happens is when you ask questions they'll give you vague generalized surface level answers. And as you know Cialdini talks about do human beings buy on logic or emotion 100% emotion and they justify with logic Like I feel like writing something on this piece of paper because I need to get it done. Feel like every decision you make starts with your emotional side of your brain so if you don't master getting them to open up then they stay on the logical side of the brain and that triggers uncertainty which they don't typically move forward or they give you a ton of objections but if I can put that emotion in them internally where they feel tension internal tension is questions you ask and how use your tone that see doubt where now it becomes their idea where they emotionally attach their problem to the future and actually wanting to get rid of that themselves where now it's their idea not your idea so there's no reason for them to cancel because they've persuaded themselves.
