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Why Your Business Strategy Doesn’t Work.

How you engage your customers (and team) directly impacts your business-plan implementation. Say it wrong, kiss the deal goodbye.

 Do feelings really matter in sales? It sounds a little touchy-feely to me. Dan is the most edgy guy I know. There’s a saying in sales that people buy with emotion and justify with fact.

Let Dan show you how:

It is pretty common knowledge that people interpret what you say paying little attention to the actual words that you use.

And while all the scientists don’t agree on how much impact feelings have on interpreting a conversation, they all agree that what you say is significantly less important than how you say it.

The words themselves just aren’t that important.

What is important is how people feel when they hear the words.

This mirrors a lot of what we currently know about how the brain works. You might think your brain is unbiased in how it selects, stores, categorizes, and retrieves memories, but quite the opposite is true.

Your brain actively stores and more quickly retrieves memories that match how you feel about a specific instance. Nobody is lying. It’s how the brain plays tricks on you– hiding memories that don’t match your feelings about the experience.

For example, getting engaged is a powerful memory that most couples never forget.

It’s a feeling that last a life time.

Click to read Dan’s full article. It’s a great read. Click and read now.

What’s the Happiest Day of Your Business Life? Comment Here

How do you think about your business differently? What works for you? What isn’t working? How can we, collectively, connect to make our customers, our employees, and our teams feel “awesome”? Comment here.

 

6 comments »

  • Ian says:

    “while all the scientists don’t agree on how much impact feelings have on interpreting a conversation, they all agree that what you say is significantly less important than how you say it.”

    No they don’t.

    If that was the case we’d all be able to talk to people who didn’t speak English and get along fine.

  • Peter Colby says:

    I believe that Dan is spot on…….. If you’re lucky enough to be speaking with a valued, high placed customer, you have his/her complete attention for about five minutes and then it begins to fade, not disappear, but fade. This valued customer probably has at least three other things going on inside his/her mind which require attention and tends to distract him/her from your presentation. He/She needs to hear those key words from you about your product or service within those first five minutes. If so, he/she quickly switches gears and focuses on YOU – if you’re going to provide value, or become a liability (another problem to deal with). Convinced of the value of your product, they’re now looking for bearing (confidence or conviction), honesty, likeability, sincerity, and if you’re committed to being a partner with him/her, or just another salesperson trying to take him/her out to lunch or dinner when mistakes are made.

    Not to be critial of the reply made above – but just a comment. When selling to people who don’t speak English, either learn the fundamentals of their language (which demonstrates respect), bring someone with you who does, or focus on another part of the world.

    My wife is from the South – pure country. After meeting her, I was only getting about 50 percent of what she was saying, so I had to read her lips when she spoke – for the follwing two weeks. Being from the North, I’d never heard that type of “language.” Not an issue anymore……..

    Have a great day!

  • This is a tough one for me. I majored in English, so I’ve always been extremely selective about the words I use.

    What Dan says is an important reminder: If we don’t forge a personal connection, we won’t get the sale. People do business with people they like. Period. If I don’t like you, I won’t buy from you–no matter how great your product or how skilled you are as an orator or writer.

    Peter raises an interesting (an amusing) point. Every country has dialects, and we need to both listen and feel what another person says.

    You can travel all over the world and only know a few words of a language. But in most cultures, a smile and a few native words make the connection.

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