No matter what you sell and who you sell it to—sales ultimately boils down to a transfer of emotional energy.
That’s how you win deals; by changing the way people feel about buying your solution.
Everything else is not a sale—it’s merely a transaction. And the kind of sales person that is basically a “transaction manager” is the kind of sales person that will be made obsolete by advances in automation and machine learning.
On the other hand, if you’re a sales professional with a high degree of emotional competence, your skills will be even more in demand than they are today. And your paychecks will be much larger.
There are four levels of emotional competence:
- state awareness
- state control
- state influence
- state protection
In this episode, I’m giving you a breakdown of these 4 levels, and an actionable strategy for mastering them.
I really learned this lesson almost 20 years ago from a tie salesman in a little boutique in the south of Germany. After listening to this episode of the podcast, you can check out that story here https://blog.close.com/tiesalesman