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Using a confused or uncertain tone in sales conversations makes prospects explain their emotions more fully, which leads to better results because people buy on emotion, not logic.
Using a confused or uncertain tone in sales conversations makes prospects explain their emotions more fully, which leads to better results because people buy on emotion, not logic.
Let's say if a prospect says, oh, my gosh, you have no idea. This XYZ problem, it's so stressful, I might lean and say, oh, how do you mean by stressful? See, a confused tone in that context triggers their subconscious brain. They don't even know it, but it triggers their subconscious to basically say, oh, he didn't understand what I meant by stressful. I need to expand on that. I need to explain that better. And that's when the emotional doors start to open up. They actually explain the emotion. Remember, emotion is what causes the human being to want to buy, not logic. All right?
