Can I Make Prospects Decide with their Emotions?
In the words of John Gardner, “Most ailing organization have developed a functional blindness to their own defects. They are not suffering because they cannot resolve their own problems, but because they cannot SEE their problems.”
In other words, organizations need an expert like you to identify their defects. Without you, those organizations won’t know what their problems are. Our corporate sales training shows you how to best identify those defects, and how to offer the solutions they need.
Paradigm Shift
If you want to make minor improvements, work on systems. But if you want to make leaps, work on paradigms.
To illustrate the effectiveness of a paradigm shift, let’s look at germ theory. Before the advancement of germ theory, no one had explanations as to why patients became weaker after blood loss, why midwives were more successful delivering babies than doctors, or why injured soldiers were more likely to die in hospitals of infection than they were in actual battle.
Then, germ theory was established—that unseen germs spread infections in certain conditions. Healthcare realized they had focused on the wrong problem. They needed a paradigm shift. Now we know that germs can be passed invisibly from patient to patient. Now, doctors and nurses wash or sanitize their hands often enough to inhibit these infections.
Healthcare’s paradigm shift due to germ theory was wildly successful. Our corporate sales training will help you find the paradigm that needs to shift for your prospects.
Psychological Advances
Psychology has had similar advances in the study of decision-making. With the introduction of technology such as PET scans and MRIs, we can see the old brain trigger immediate emotion-based decisions.
The old brain is the part of the brain responsible for “flight or fight” and for controlling emotions. It serves as the gatekeeper for the reasoning part of the brain.
According to medical science, emotions trigger decision making. This is the foundational principle that decisions are made on emotion and justified with logic.
In order for us to be persuasive, our corporate sales training illustrates the shift in paradigm about how persuasion actually works, psychologically.
Neuroscience has recently confirmed that which top sellers have always known: only emotion triggers influence. That means that before you can shift paradigms, you have to learn how to trigger emotions from your prospects.
Emotional Decision-Making
Sales Methodologies constantly change because markets evolve, and new inefficiencies are created. What does not change are principles.
Neuroscience has discovered 6 principles that elicit compliance.
In Program on Persuasion’s corporate sales training, you will learn the 6 Compliance Principles™. These are the emotions that move buyers to take action.
When we sales representatives who only trip into top tier performance once in a while, it’s because they trigger the principles, but they can’t reproduce the success because they don’t understand how they did it.
Top-tier sales reps constantly outperform the average rep because these sellers are triggering the compliance principles more frequently—even if they don’t realize that’s what they are doing.
These principles are also known as emotions because we feel them rather than reason them. As Dr. Richard Restak, neuropsychologist and author of The Secret Life of the Brain says, “We are not thinking machines. We are feeling machines that think.”
Moving People’s Emotions
All this boils down to the fact that selling is about moving people’s emotions. Buyers make 100% of their decisions on emotion and then justify it with logic. Until we get this shift in paradigm we will be forever pursuing the wrong target. As Daniel Goleman writes in Primal Leadership, “Although our business culture places great value in an intellect devoid of emotion, our emotions are more powerful than our intellect.”
Once upon a time, a sales rep defended himself in the middle of a performance evaluation saying, “Boss, you can lead a horse to water, but you can’t make him drink.”
The manager said, “Your job is not to make them drink. You job is to make them thirsty!”
So, how do you make them thirsty? How do you influence people?
Photo by Stocksnap.io.