Featured Coaching Excerpt - Notes & Transcript, Part 1
How To Effectively Close Deals: 2. Your body is mostly water; your close is 2/3rds emotion
Notable Quotable: "Sales is 2/3rds emotion."
Lesson Nugget: You won't win selling benefits alone. You have to connect with your customer on an emotional level to solve their problems in a meaningful way.
-Now, step two. I want to make sure that you're getting this, it's a little bit deep here. A little bit aquatic for you, a little bit aquatic.
-Going to the deep end.
-I've never got chance to use the word aquatic [INAUDIBLE] on Thrive, so I'm kind of excited about it.
-We'll check that.
-Here we go. Your body is majority water and your clothes is 2/3 emotion. Let me read this Mystic Statistic for you. "Babies have the most, being born at 78% water. By one year of age, the amount drops to about 65%. In the adult men, about 60% of their bodies are water. However, fat tissue does not have as much water as a lean tissue." This is from Doctor Jeffrey Utz, he's a neuroscientist dude.
What am I talking about? What I'm saying is the human body, you wouldn't look at it and go, oh wow, that human's a majority water. It looks as though we're the majority not water, but that couldn't be anything further from the truth. The average human is majority water. In fact, all humans are majority water. If you're not you're probably stiff, need to do more stretching or something. Probably too much creatine. Packing in-- if you take too much creatine, it gets weird.
Now, the thing is, the sales process, though-- sales is 2/3 emotion. So when you're buying, or you're selling something to a buyer, you have to focus on all these emotional things, not so much just the benefits or features of your product. And a lot of Thrivers we've talked to all over the world, what happens-- and I did it too early in my career-- is you're so excited about your product that you're just overwhelming the person with benefits and testimonies and features and benefits and features and features and benefits.
But at no point are you solving their problem in a meaningful way, and you have to do that. And if they don't like you, or you don't have trust. You don't go through this system and understand the emotional rapport, needs, benefits, close, process. You're not going to close a lot. It can't just be your product versus their product. Usually there has to be some sort of emotional connection that is established.