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Stop asking prospects what they think. The word shifts them to logic when buyers decide on emotion. Ask how they feel instead to keep them engaged and moving toward a yes.
Stop asking prospects what they think. The word shifts them to logic when buyers decide on emotion. Ask how they feel instead to keep them engaged and moving toward a yes.
You might be losing deals because you use this one word, and that word is think. 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. So I want to swap out the word think with feel. Some of you might have been taught to say, well, what do you think, Mr. Prospect? Or do you think this would be right for you? Where does that take them now? Back to the 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— keeps them on the emotional side of the brain where human beings make Decisions.
