Sales would be much easier if people trusted their gut.

If most people went with their gut sales processes would be short!

Well, unfortunately, in most cases, the brain takes over and wants to validate what the gut wants to do…hence an industry full of business analysts!  That’s why I say, if you can… close when the iron is hot and the emotional connection is engaged!

The best salespeople know this and close as fast as possible before the analysts take over and slow everything down.  So what do we do to combat this inevitable challenge of the left side of the brain?  People still buy from people (thank God!) so while the analyst is busy making sure the ROI is there, continue working the emotional side of the buyer’s brain.  If the buyer doesn’t connect with you – you don’t have a chance.  If they like you… and the ROI checks out, you have a deal!   I am going through this myself with a client right now so this is real life stuff. 

ABC!  I know current conventional wisdom says that is passé but I don’t agree.

Get Mental and you will sell more!

Brick