Episode #096: Controlling the Emotional Altitude in the Sales Process with Jeff Shore
In This Episode of The Buyer’s Mind with Jeff Shore:
Buying is an emotional process, which is then triggers the brain to craft a logical story to support the emotional response to a purchase decision. When a customer is feeling an emotion, it is the worst time to remind them of your product’s features. As a sales professionals, we serve our customers best by embracing their emotions and avoid dragging them into a logical discussion. In this episode, Jeff reminds us to keep the emotional altitude high in order to win the sale.
Topics we’re going to cover on today’s podcast:
[1:00] How important is the energy of the salesperson?
[1:27] High energy vs positive energy
[1:57] Our positive energy helps our customer’s emotional altitude
[3:55] The Problem: Demonstrations usually lack emotional energy
More about our guest Jeff Shore:
Jeff Shore’s highly sought-after sales keynote speaker sessions inspire audiences across the globe to change their mindset and change their world.
As an in-demand sales keynote speaker, author and trainer for over three decades, Jeff has a unique ability to connect with audiences on a personal level and transform the way they look at what they do, inspiring meaningful and lasting change.
In a crowded field of sales keynote speakers and sales training programs, Jeff Shore stands out with his research-based “buying formula” methodology. Combining his extensive front-line sales experience with the latest leading-edge research into buyer psychology, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results.