It is not just the degree of emotional intensity a sales professional needs to monitor. It is also the FORM of emotion.
At any given time your prospect may be more comfortable feeling one form of emotion than another. You don't want to turn your prospect OFF.
So practice exuding a broad spectrum of emotion in your presentation practices. Exude joy and optimism, commiseration, regret, love, desire, fulfillment, frustration.
Develop your power to infuse your presentation with deep feelings that come across in a natural way by practicing conveying every type of emotion.
Your goal is to become more and more adept at matching-up the feeling and feeling-intensity level that you express for peak engagement of your prospect.
Develop your intuitive sense of your prospect's subtle responses by remembering to PAY ATTENTION to your prospect AT ALL TIMES.
Avoid becoming so wrapped up in what you have to say that you forget to CONSTANTLY observe your prospect for signs of increasing or decreasing emotional connection with you.
Perhaps the most challenging AND MOST IMPORTANT time to exude deep feeling on a sales call is when you are conveying information for your prospect to think about, like different price-points and distinguishing advantages of a variety of offers.
If you become too �rational� during this portion of your sales close you risk DE-stimulating your prospect's emotions. So practice going over your various offers and price-points clearly WITHOUT losing the emotional momentum.
Keep your feelings animated. Convey emotional conviction that what you are selling will benefit your prospect in ways your prospect truly needs and wants.
You can also stimulate emotion by using words like �happiness, sadness, frustration, remorse, trust, pleasure, relief, discouragement, excitement, regret, confidence, anxiety,� etc. Using verbal labels of emotion can help you keep your prospect's emotions bubbling.
Increase your leverage for a more successful sales transaction by stimulating your prospect emotionally, with awareness of your prospect.
