Sales 101: Change their mood, not their mind

The interesting thing about sales is that it is very similar to being in a relationship. Closing a sale, in many cases, is like winning a fight with your significant other.

When you get into a fight with your wife, husband, girlfriend or boyfriend, what do you do? You try to prove that you are right and they are wrong, right?

When you try to prove your points, I bet you use logic to show that you are right. At the end of the day, however, you know that it isn’t really going work. “Why?” You may ask. Well, it’s because the other party is emotionally stuck on the notion that they are right and you are wrong.

via Sales 101: Change their mood, not their mind.

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