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😠 Emotional Prospecting
Get Prospects Emotional
People buy emotionally and then rationalise the choice afterwards.
How often have you convinced yourself you’d need something you didn’t?
How often have you dated someone terrible for you because emotions came up?
If prospects don’t get emotional, they won’t care.
Emotional Triggers
Most of selling is done around these three emotional triggers:
- Money
- Time
- Risk
Here are a few ways to make prospects emotional:
If you have the problem:
- “Perhaps a stupid question, but..
How do you know it’s a problem? / Why is that a problem?”
- “You’re a hard man to read, so that I can get my head around it.
On a scale from 1 to 10, 1 being it’s little more than an ant in the garden, and 10 is a ticking bomb, where would you rate yourself?”
If 8/9/10: “Sorry, I think I missed that, what did you say?”
Or: “9??? No one ever says 9”.
- “Do you remember the first/last time you noticed this was a problem?”
Get them to defend the problem
“Have you learnt anything positive? So why fix it?”
Challenge them
“How do I say something really direct without offending you?
It sounds like it may be your fault.”
Emotional Summary
“Can I summarise to see if I understood the situation?
- List
- List
- List
Now that I’ve said it: How does it feel?”
(Can mislabel to spark emotions further)
The Old Faithful
“Can I ask you a very blunt question?
Have you given up on this?”
Looking positively at the future
“What would you like to see as a positive change if we worked together for three months?
What would make you say you had a good meeting?
What’s so good about that? / Why is that good?”
Emotional questions:
Softener: May I ask a somewhat difficult question?
- Why is it important to you personally?
- On a personal level, what will solving X mean?
- How does that make you feel?
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