The number four mistake sales people make is believing that sales are won based upon on logic – like return on investment (ROI) calculations – not emotion.

The first seller a decision maker contacts, after they experience a Trigger Event that makes them a highly motivated buyer, is five times more likely to win the business than ANY of the follow-on people who get contacted AND this decision of who they call first is based upon emotion.

One way to get called first when a buyer experiences a Trigger Event and increase your close ratio as much as 5X is to become the buyer’s Emotional Favourite aka ‘go to’ person.

My question, to be answered by commenting below, is “What can you do to become a decision maker’s Emotional Favourite aka ‘go to’ person so you get called first, when they experience a Trigger Event?”

Win $1,500 worth of my time to help you become the Emotional Favourite in your target accounts by getting the most votes for your answer. Answers are voted on by clicking on the button that appears at the end of each answer and voting ends on Monday February 2^nd.

Comments/Answers need to be approved – to avoid spam – which typically takes just a few minutes. Call me (+1.403.874.2998) or Skype me (Craig.Elias) if you don’t see your comment approved within a few minutes of posting it.

Stumble!, Digg, Tweet, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.

Have an EVENTFUL week!

Craig

P.S. Stay informed of updates by subscribing to this blog, subscribing just to comments for each individual question when you submit your own comment. or if you are only voting you can use the subscribe feature at the bottom of this post to be notified when another great answer has been added.

Congratulations to Bill Morgan of Segula Technologies. He won $1,500 worth of free Trigger Event sales training by having the most votes for his answer to my question related to the #6 mistake sales people make.

Next week I will post the #5 mistake sales people make and award another $1,500 worth of Trigger Event services to the person who gets the most votes for their answer to my question related to the #5 mistake sales people make. If you want an early look at the #5 mistake sales people make, take a look at my notes on conducting a Won Sales Analysis.

In the mean time take a look at what Dean Rieck wrote about words that sell. His understanding that people buy based upon emotion and justify with logic is BANG ON!. Take what he says and brainstorm with a friend or a co-worker ways you can do a better job of using emotion in your selling efforts. You’ll learn more about selling with a emotion a few weeks from now when I post the #4 mistake sales people make. If you want a hint at the#4 mistake sales people make, take a look at the section of this web site about being a buyer’s Emotional Favourite

Have a EVENTFUL week!