Related video: The way you ask questions matters!

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5. People don’t buy products, they buy feelings
From the food you eat to the car you drive and the clothes you wear, people rarely make decisions that perfectly align with our logical interests. But we always do what we feel! In a study entitled, The New Science of Customer Emotions, researchers showed that the emotions that drive buying behaviors often reflect deep, unspoken emotional needs.

That’s why great salespeople don’t sell products. They sell feelings!

One of the easiest ways to shift to a feelings-focused sales venezuela telegram data motion is to ditch your traditional product-based sales pitch and lead with problems instead. These and similar scientifically proven approaches can quickly break through your customer’s armor, stirring a massive amount of positive emotions in their minds and moving them to convert faster!

Related article: Salespeople: Don’t Confuse Value with ROI

Related article: To Win More Deals, Lead with Problems Not Solutions. Here’s Why.

Related video: Don’t Sell Solutions, Sell Feelings!





In a world with a seemingly endless marketplace of similar-sounding solutions, the key to sales success lies in being able to differentiate not only on your product but on the buying experience itself. If this hasn’t been a focus for your sales organization in the past, try to focus on one of these areas at a time and look to make improvements.In late 2017, after almost two decades in B2B software sales leadership across 4 start-ups, two acquisitions, and one IPO, I finally decided to live my passion full-time and start my own practice.

My mission: to empower armies of modern sellers to sell the way they buy by harnessing the power of science and empathy. The side benefit; stamping out crappy, old-school tactics that cast a shadow on the profession I’ve fallen in love with!

It was the best decision of my career.

Having started out as a research scientist, I’ve always been very curious and a bit of a learning junkie. And on the learning front, this journey has not disappointed. Some lessons learned were focused on the mechanics of building a solo venture (a new experience for me). Others underscored the importance of the fundamental sales lessons learned over the years.

Since starting my business I’ve connected with many aspiring solo artists looking to do the same, so I decided to share part one of those key lessons on building a solo venture: