People Buy Emotionally. No Tension, No Sale

In this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more proactive approach is needed to effectively pull prospects through the sales pipeline.

But it’s not just about changing tactics; it's about altering your entire mindset. Jeff introduces the concepts of "tension" and "connection" as critical elements in the sales process. He contends that without establishing a genuine connection based on credibility and relevance, any attempt to create tension—or emotional engagement—will fall flat. From the pitfalls of leading with slide decks to the dangers of being too product-centric, this episode is packed with invaluable insights that will make you rethink not just how you sell, but how you connect.

Forgotten sales rule: people buy emotionally first, justify logically later. (0:00)

Using emotions in sales process. (1:47)

Sales tactics and customer experience. (3:26)

Balancing positive and negative emotions in sales. (6:03)