Mastering the Emotional Decision-Making Process | 5 Minute Sales Training

Why do we make the choices that we make? Is it a logical decision or something born out of emotion?

As Daniel Kahneman has said - "Humans are fundamentally emotional and intuitive, not logical." Your buyer may come into a home thinking they're going to reason out why they're buying but if they don't first love the home - no amount of logic will help them win the decision.

People need to feel the emotion to make a decision and then they support that decision with logic to validate the emotion.

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Thank you so much for taking the time to watch this video. Believe it or not, I read about 99% of the questions and comments that my followers post. :) If you enjoyed the video or have questions, please let me know in the comments section below!
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Jeff Shore is a highly sought-after sales expert, speaker, and author. For over three decades his innovative and real-world selling strategies have helped train sales leaders all around the world. Jeff’s unique approach to sales is informed by understanding the psychology of why people buy. Once you understand why people buy you can reverse engineer your sales style to meet the needs of the customer.

Unlike some sales trainers, Jeff teachers his sales professionals to abandon scripted sales presentations, obnoxious closing lines and other antiquated “used car salesman” techniques in order to make meaningful, emotion-centered connections. Unsurprisingly, these sales strategies really work: last year, Jeff’s residential real estates sales training clients sold over $25 billion in residential real estate. If you are a sales manager or executive looking for ways to increase profits, better train your sales team or simply just “level up” in your current market, Jeff’s leadership training methods are going to get you there.

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00:00 Why do we make the choices we make?
00:48 Have you made a purchase without a logical reason?
01:21 The power of emotions in decision making
02:01 The brain attaches emotional significance to a decision
02:40 Three examples of decision making
03:48 Reflect on the wisdom of behavioral economists

#decisionmaking #salespsychology #salestraining