Creating a mindset for sales involves building credibility and rapport with the prospect, that’s always been clear. But should we apply logic or emotion to our negotiations and social selling strategy? In today’s episode of The Sales Evangelist, Donald is joined by Andres Lares to discuss.
The principles of negotiation are the same, regardless of the negotiation subject.
- As negotiators, we tend to focus on logic. However, we should instead focus on emotion.
- Statements and facts mitigate feelings of risk, but they aren’t a driver for decision-making.
- At the end of a call, there needs to be trust and rapport beyond what facts can deliver.
Why do we tend to go to logic for negotiating? Because it’s easier.
- You can have the same approach for every client and situation instead of emotionally tailoring conversations to the prospect’s problem.
- You have to ask questions and determine which features give them the benefits they want.
So what should we do? Why focus on emotions?
- Especially with hybrid work, there are fewer opportunities to spend time with a prospect. We’re battling against less time and less attention through the screen.
- Telling stories that share the problems and solutions signal many elements that help keep a prospect’s attention.
- It’s so much more believable than standing by good statistics. This showcases a “behind-the-scenes” perspective that has highs and lows.
- Building credibility is essential. Statements against self-interest, when not used to manipulate the prospect, show that you care about them.
People are motivated by achievement.
- Why do they do that? Because we’re motivated by achievement.
- If you set expectations for someone, they’re more likely to live up to them.
- Facilitate action by limiting options. If you want an answer from someone, provide 3-5 options to make the prospect feel like they’re making their own decision.
Andres’s final takeaway? People make decisions emotionally and justify them rationally. For more great content from Andres, visit his company’s website, Shapiro Negotiations Institute, or connect with him on LinkedIn.
This episode is brought to you in part by LinkedIn Sales Navigator.
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This episode is brought to you in part by Skipio.
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This episode is brought to you in part by Closers.io.
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This episode is brought to you in part by Scratchpad.
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