When we talk about Confidence at SELLability we talk about the ability to “read” prospects (their true intentions, desires and fears) and understand the immense role human emotions have in the sales process.
We refer to these emotional roller-coasters as a “reactive” process with each party “pushing the other’s buttons.” This reactive process is a conscious (aware) and unconscious (unaware) process that is present in every sales situation (and life in general) whether either party believes it or not.
After all, if these emotions are present in every relationship between two or more people, why wouldn’t it be the same in a sales situation?
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