Just over ten years ago I was sitting in my office on a hot Friday afternoon with a nervous software salesman sitting in front of me. I am sure we have all heard the apocryphal tale and now I was to experience it. Having gone through the technical information in a fairly competent way he moved to close, or should I say beg? He actually told me that if he had not made a sale by the end of the day he was going to lose his job.

A couple of years later, I was in a workshop and I learned something that has transformed my approach to business, whether as a client or a supplier; selling is a transfer of emotion. I will say that again; selling is a transfer of emotion.

Muses

Can you imagine what emotion that salesman was transferring to me? It may sound harsh that I did not give him my business, I did not want him to give me his fear.

So why do we talk about this when we talk about growing a business. Let's look at what does it take to grow your business? What is preventing us from acheiving our goals? At the Freedom Factory we believe that there are only three things that you can do to create growth in your business: -

- increase the number of customer relationships,
- increase the value of each customer relationship, or
- increase the margin of the product or service offered.

And the first two of these basic rules will be entirely dependent on the emotional relationship that you have creating a mutual understanding of the outcomes to be achieved. So growth in your business is dependent on the ability of your business to effectively manage emotional state and how to effectively share it with others.

Take a moment to think about the times when you have listened to a mind numbing presentation bristling with technical detail, cost and benefits. Did this enhance your emotional state or dull it? The very things that we focus on in our sales presentations are the very things that get in the way of effectively building rapport and transfering resourceful emotions. Think back to a time when you bought something that surprised purely because you liked the salesperson. Or was there even a time when you met a salesperson and actually looked for reasons to buy and coached them in closing a deal?

Many of these things we do instinctively and the best salespersons already do all of this and more. What The Freedom Factory can do is to bring specific awareness to these inherent skills. Once you have awareness then you can fine tune the skills and more effectively add new skills for even greater success. At The Freedom Factory we have tools and resources that will help you create awareness of your emotional impact and get direct results in the number and quality of your customer relationships. We can also help identify and select more customers, we will give you tools to create greater rapport and we will support you with tools in how to grow a specific relationship with a customer.