๐Ÿ˜  Emotional Prospecting

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Get Prospects Emotional

People buy emotionally and then rationalise the choice afterwards.

How often have you convinced yourself youโ€™d need something you didnโ€™t?

How often have you dated someone terrible for you because emotions came up?

If prospects donโ€™t get emotional, they wonโ€™t care.

Emotional Triggers

Most of selling is done around these three emotional triggers:

  1. Money
  2. Time
  3. Risk

Here are a few ways to make prospects emotional:

If you have the problem:

  1. โ€œPerhaps a stupid question, but..

How do you know itโ€™s a problem? / Why is that a problem?โ€

  1. โ€œYouโ€™re a hard man to read, so that I can get my head around it.

On a scale from 1 to 10, 1 being itโ€™s little more than an ant in the garden, and 10 is a ticking bomb, where would you rate yourself?โ€

If 8/9/10: โ€œSorry, I think I missed that, what did you say?โ€

Or: โ€œ9??? No one ever says 9โ€.

  1. โ€œDo you remember the first/last time you noticed this was a problem?โ€

Get them to defend the problem

โ€œHave you learnt anything positive? So why fix it?โ€

Challenge them

โ€œHow do I say something really direct without offending you?

It sounds like it may be your fault.โ€

Emotional Summary

โ€œCan I summarise to see if I understood the situation?

  • List
  • List
  • List

Now that Iโ€™ve said it: How does it feel?โ€

(Can mislabel to spark emotions further)

The Old Faithful

โ€œCan I ask you a very blunt question?

Have you given up on this?โ€

Looking positively at the future

โ€œWhat would you like to see as a positive change if we worked together for three months?

What would make you say you had a good meeting?

Whatโ€™s so good about that? / Why is that good?โ€

Emotional questions:

Softener: May I ask a somewhat difficult question?

  • Why is it important to you personally?
  • On a personal level, what will solving X mean?
  • How does that make you feel?


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