The Emotion Is Already in the Room
Intel Brief
Gooroos act like they invented emotional selling — but the emotion showed up before you even came into the picture. You didn't put it there. God did.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
When gooroos say that “if you overcome an objection by logically explaining why someone should buy, you don’t understand sales at all.”
HAHAHA
Right. Because apparently the REAL skill is “tapping into their why.”
Oye. *Loads up the bazooka. Lord, help me.
For one very quick second…let’s take the premise seriously for a second. “People decide emotionally and justify logically after the fact.” Sure, I can run with that for the most part (quick second over).
BUTTTTTTT the problem is we then say that “they decide emotionally” means “we could go pull on that lever.”
NOOOOOOOOO. That’s backwards.
Why, Zach?
Easy. The emotion is ALREADY in the room. They booked the call. They took time out of their day. They have a problem and they WANT that problem solved.
And guess what, gooroo? You didn’t put that emotion there. It showed up before you even came into the picture. Like way before. God is the one who put the emotion there, like when we’re born.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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