Selling Emotions

Leave 'Em Smiling

Zig Ziglar shows how humor can serve as a tension-breaker. Graham Denton,

Using "Go Ahead" Terms

Use a less threatening vocabulary when in a sales situation. Author Tom Hopkins supplies a list of positive vocabulary that will put the client more at ease.

Opening an Emotional Bank Account

Applying the "Do unto others..." principal in a sales relationship to establish trust.

The Emotional Side of Selling

The what people buy is only half of the decision making process. It doesn't say why they choose that particular product or solution. Knowing both the what and the why is critical to successful selling.