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Podcast: Ask the Right Questions, The Sales and RevOps Podcast
Episode: How to Leverage Your Prospect's Emotions in Sales
Description: "When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion." -- Dale Carnegie.
Should salespeople leverage their prospects' underlying emotions? In short, yes. Buyers (even in B2B) buy on with emotion.
How do you leverage emotions? By asking good and great questions. Early on, you need to identify with the client's emotions. Later, it would be best if you uncovered feelings.
When salespeople ask the right questions, they understand what's essential for a client, and when something's important, you get emotional.Â
The b...