May 29, 2018
Sales, Logic, Emotions, Business, Prospecting
Summary
While we as human beings buy emotionally, we need to remember to be sure and bring logic into the mix. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear terrific advice from top sales professional, now author, Jeff West on understanding the decision-making process and the power of fusion points. That and more on today’s show.
Bob's Thought of the Day
We’ll explore:
- How we back up our emotional decisions with logic, and in the process tell ourselves “rational lies.”
- Examples of emotional decisions you may have made.
- A practice exercise to help you make your decisions based on logic, not just emotion.
Interview with Jeff C. West
You’ll discover:
- How Jeff went from schoolteacher and band director to a very successful career in sales and leadership.
- How Jeff defines “selling,” and why many salespeople don’t understand their own value proposition.
- The science of decision-making.
- What fusion points are, and how they can positively impact your business.
- The biggest hangup for both rookie and longtime pros when it comes to prospecting.
- Jeff’s definition of call reluctance, and why we have it.
- How to defeat call reluctance by neutralizing Collision Points and optimizing Fusion Points.
- One of the coolest prospecting stories...ever!
Click to Tweet
- Interested in understanding the science of decision-making? Then listen in to @JeffCWestAuthor on this episode of The Go-Giver Podcast. #sales
- A value proposition is 100% about how the lives of their customers specifically improve when they actually do what the salesperson is asking them to do. @JeffCWestAuthor
- What are “fusion points” and they can they impact your #business? @JeffCWestAuthor reveals the answer on this episode. #sales
Interview Links
FREE PDF of 6 Steps To Creating AMAZING Fusion With Your Career, Your Prospects and Your Customers (along with a free eBook copy of The Unexpected Tour Guide): Text “fusion” to 66866. You’ll also receive Jeff’s weekly coaching email series.
The Unexpected Tour Guide by Jeff West
The Unexpected Tour Guide (Book Trailer)
The 7.5 Essential Selling Skills Every Salesperson Should Master by Jeff West
Online
Course: Survival Skills for Commission Salespeople in Outside
Sales
FREE
Resource: Secrets Every Salesperson Wishes They Had
Known
Bob’s
Go-Giver Influencers Facebook LIVE Show: Interview
with Jeff West
Resources
Sell The Go-Giver Way Audio Program