How to leverage Emotional Contagion–the top sales skill?

"People buy from people they like". This seemed obvious statement, but became controversial as it wasn't as simple as it made out. I think the statement is true–but we need to define the term 'like'. When I use the 'like' in the context of sales, I mean in a professional not a personal sense i.e. you 'like' me as a professional who is genuinely–and demonstrably–interested in helping you solve your business problems. I don't mean 'like' in a friendship-type way i.e. I am not trying to manipulate you into liking on a personal-level.

Check out this video and I think you will see subtle difference. There's no push to try and be 'likeable', it's more trying to build immediate trust. Chapters:
0:00 Introduction
0:12 You were born with the ability to feel what others are feeling
0:22 A skill critical to our success as a species
0:51 Humans do not make rational choices why they buy
1:14 People buy from people they like because of emotional contagion
1:24 How we leverage emotional contagion in prospecting
2:10 How we leverage emotional contagion in meetings–playing back research
2:47 How we leverage emotional contagion in meetings–labelling emotions
3:42 How we leverage emotional contagion in meetings–use the customers language
4:20 The importance of being genuinely interested in problem solving
#sales #salestips #mindset #salesmindset #negotiations #salesquestions #qualification #salestraining