This may be counter-intuitive for you.

I didn’t always know this.

But getting people upset is the fastest way to make more sales.

Strange but true.

This can be a bit hard to understand and accept at first. Especially if you are like me and most other sales people and you really like relating to people.

But here’s the truth:

The sale is made only someone gets fed up with a problem and decides to do something about it.

The decision to “do something” is an emotional one. And most action starts from dissatisfaction.

The ultimate decision to buy, and to buy from you happens when someone is feeling upset, frustrated, angry, anxious, etc. about a problem and they believe you have the solution to their problem.

Emotion even is in control when you are in a competitive deal.

The difference is, when prospects are “evaluating” products or solutions from multiple competing companies, those people in an intellectual mode a lot more of the time. They certainly use this ability to detach from the decision for awhile to control the evaluation and to try and control you.

The emotion they feel though when you upset them about the problems they are having and how those problems will effect their business, their career, or their life is what get’s them wanting to buy, and wanting to buy now rather than later.

People can’t help it.

None of us can.

All decisions are rooted in emotion, and rationalized with logic.

It may be the dog days of summer for you. Gas prices are high. Inflation is creeping up. Housing is down. There’s all kinds of excuses for why people won’t buy from you.

The simple fact though is that if you can find and get someone emotional about a problem they are having (or might have), you got an insanely high chance of making the sale.

So go out and find some pain now.

Sell with Pride,

Shameless Shamus Brown

P.S. Discover my 4 question model for uncovering pain and using it to drive your sales forward fast with the Persuasive Selling Skills Audio Program today.