Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In other words, what’s the next step to move this sale forward? That could be a signed contract, a meeting, or a recommendation. But great salespeople ask themselves another powerful question that is instrumental in determining whether that prospect will take the next step or not. And that question is this:
How do I want my prospect to feel?
Think about the last time you made a major purchasing decision. How did you feel before you said “yes?” Were you excited? Convinced? Motivated? Challenged? Those are the feelings that are likely to lead to action.
So how does your prospect need to feel to take action? Do they need to feel excited? Then guess what? Your intention needs to be to get them excited! Likewise, if they need to feel motivated, you need to be
