December 28, 2014

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Fifty Shades of Sales. Putting emotion first and price second
Written by Jeffrey Gitomer   
Friday, December 28, 2012 2:14 PM

It seems society is loosening up. The Internet, music, movies, book titles, TV, and texting have created an “openness revolution” not matched since the ’60s.

The recent explosion in popularity (and sales) of the Fifty Shades of Gray trilogy is leading me to believe the world of sales needs to loosen up as well.

Not THAT kind of loose. Shheeeesh.

It’s not that selling is particularly sexy or erotic – but it is definitely emotional. You, the salesperson, enter the sale full of emotion and do your best to transfer your emotion to the prospect – and even capture their emotion. Once there is emotional transfer and emotional agreement, the likelihood of a sale is much higher than a “professional” or “manipulative” approach or presentation.

To understand the concept of “Fifty Shades of Sales” more fully, you have to be aware of the way sales are made. The sale is made emotionally, and justified logically.


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