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You’ve been there before: trying to convince your prospect about how you can help them, with all the logical benefits that make sense to you.
You explain the advantages, share the stats, and explain how it will solve their problems.
But here’s the kicker – that won’t always doesn’t work the way you think it will.
Why?
Because at the end of the day, emotion drives decisions, not logic.
That’s right, emotions, not data, are what truly influence your prospect’s choices.
Here’s a reality check – when you lead with logic, you’re asking your prospect to think.
And when they think, they start to doubt, second-guess, and over-analyse.
This can create resistance and hesitation in their mind.
But when you lead with emotion, you connect with them at a much deeper level.
You tap into their desires, fears, and aspirations.
When you make them feel, it bypasses the brain’s logical filters and goes straight to the heart.
What would happen if you stopped selling with facts and figures and instead focused on how they feel about you?
When you paint a picture of their transformation, led by you, resolving their emotional concerns, you’re building a connection that’s far stronger than any logical argument you can make.
Are you focusing on how to make your clients feel or how to make them think?
Because the truth is -- it’s not about persuading them with logic.
It’s about leading with emotion and guiding them toward the feeling of making the right decision.
Logic comes post-sale, not pre-sale.
If you’re ready to lead with emotion, not logic, order your complimentary books and consultation below.
Related: Trust Over Tactics: Winning the Long Game in Sales
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.