Thank you for all the work you have done to improve sales at TMF. The State-of-the-Art Selling and Closing Skills Presentations and 90 day follow-up programs you provided to our teams across three geo.. Maria van der Sluijs-Plantz
Chief Executive Officer – TMF Group B.V.


Notice Emotional Language

I often see selling as a noticing process, a process of discovering where my prospects’ emotions lie. Emotional language is a key to understanding prospects’ Pain, and the things that they are most likely to act to address.

Whenever emotional language occurs, my best advice is, notice it and talk about it. Isn’t it more powerful/more noticeable when a prospect says:

“The stupid downtime,” as opposed to “We’re experiencing some downtime.”

“The damned late shipments,” as opposed to “late deliveries,” or

“The nutcase employee,” as opposed to “the under-performing employee”?

That’s the power of emotion. Notice it. It’s a key to Pain.

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