2d • General discussion
Logic First -> Emotions Second
Before you can get emotional feely questions to land we need to clarify the logical change.
Example 1:
- REP: What would the mean for you and the business?
- PROSPECT: I don't know I was hoping you could tell me that
Example 2:
- REP: Let's say we could help you with XYZ....what would that do for you and the business?
- PROSPECT: describes all logical changes
- REP: And you being able to do that what would that mean for you?
- PROSPECT: describes all the EMOTIONS and feeling associated to that logical change
Why is this important?
Humans by emotion, justify with logic, and you're going to get terrible emotional answers if you can't get them to describe the logical change first.
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Logic First -> Emotions Second
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