What is the answer? The experts were right and it’s the power of the question?
All human behavior is driven by emotion. That means, that how I feel determines what I will do. If I know how you feel, then I can predict with perfect accuracy what you will do. This is a part of, why I say that,” I understand human behavior as an exact science.”
Let’s tie this concept to selling. If I’m talking, am I learning how my prospect feels?
Answer this question for yourself.
When my prospect is talking, I have an opportunity to discover how my prospect feels, if I know how to communicate. I don’t want to seem arrogant but almost no one knows how to communicate in a selling situation. I was one of the most ignorant communicators of all before I learned this and how to do it. In my next post I will talk about how to do it and why most salespeople can’t; and of course, how to fix that.