The Salt Sessions | Emotion first. Logic second. The truth about B2B buying behaviour
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The Salt Sessions | Emotion first. Logic second. The truth about B2B buying behaviour
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I bought an EV recently. My husband spent days researching…battery range, safety features, the lot. Then I walked into a showroom, saw a car I liked the colour of, and that was that.
Sound familiar?
In this episode of The Salt Sessions, I'm joined by Lizzie Butler, communications trainer, sales coach and soon-to-be author, to dig into something most B2B buyers would never admit: their decisions are driven by emotion, not logic.
We talk about why we feel before we think, how the brain is wired to make emotional decisions faster than our conscious mind even realises, and what that means for anyone trying to win clients in a B2B world.
We cover the language and body language that wins (and loses) deals before a word about price has been spoken.
Lizzie also shares the two questions she asks herself before any sales interaction…and once you hear them, you won't be able to un-hear them.
If you're an SME owner or work in sales and BD and want to close more deals, this one's for you.