Pushing Start on Emotional Engines to Drive Sales

Has this ever happened to you? You sit down at your desk, ready to work. There’s a message from your boss in your email inbox that reads, “Congratulations. Your sales numbers were great last month. What do you think you’ll do this month?”

The message triggers a quick mental review of the opportunities in your pipeline. Not much there. Happiness vanishes and apprehension descends like a dark cloud. Your chest tightens and your heart, beating steady and slow a moment ago, thumps at twice its normal speed.

You’re feeling internal tension caused by unmet needs. To put it another way, you boss pushed start on an emotional engine. A moment ago, you were happy. Now you’re worried and far more motivated to call prospects than you were moments ago.

How do you motivate prospects to buy? What buttons should you push to start emotional engines that power more purchases?

In the next post, I’ll share my thoughts on how you can do a better job of asking questions to push start on emotional engines and get more selling opportunities.


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