Sales EQ

• make the client feel good, unconsciously he’ll want to reciprocate that feeling back to you
• avoid cognitive dissonance: don’t challenge your client’s current choice, he’ll get defensive; instead ask him what he likes about it (the negativity bias will kick in and he’ll be laying out the negatives as well)
• use empathy to help the client navigate their current emotional challenge, get in their shoes and don’t stretch them too much with your offer
• stay on top of your emotions, fight / flight makes you switch off your thinking brain and the monkey brain isn’t enough to get the deal

Jeb Blount

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