Psychology of the Sale


The greeting and the warm up are the most important parts of the sales process.  This is why:

In the above picture, you can see that there are three different parts of the human brain. The neocortex or the analytical part of the brain is green. The analytical part of the brain is the part of the brain we use when we're learning. Its also where we analyze new data. If you can figure out this simple math equation 2x(x) =6, you are in the analytical part of your brain. 

The limbic or the emotional part of the brain is yellow. This part of the brain controls our emotional state. When a song plays that reminds us of something emotional such as our first love in high school it almost seems time has stopped while the song is playing and we think about what it reminds us of.

Red shows the reptilian part of our brain.  Its called this because its the only brain a reptile has.  It serves one purpose. This purpose is to decide if he can eat what its looking at, or if it can eat him. If the reptile can eat it. he attacks it. If he believes it will eat him, he runs'.

This is called the fight or flight response. This is also why Reptiles don’t make good pets. Without the emotional part of the brain, they aren’t going to meet you at the door when you get home with their tails wagging.








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Now the interesting part of the human brain is that you can't be in two parts at the same time. This is why it's impossible to do homework and listen to your favorite songs on headphones. It’s also why we freeze and can't think when we see red lights flashing in our rear view mirror. Its why we just can't get ourselves to call that girl or boy to ask them on a date. Each of the three parts of the brain serves a separate purpose. The problem is you must be in that part of the brain to access its purpose.

Another interesting part of the human brain is that we can't pass from the reptilian part of the brain to the analytical part of the brain or vice versa, without first passing through the emotional part of our brain. So, when you're thinking about making that phone call to someone you have just met, you'll usually start in the reptilian part of your brain. Should I call or shouldn't I call?... should I, shouldn't I...

Hopefully, when he or she answers, kindness in their voice will pull you into the emotional part of your brain.  Only then can you get into the analytical part of the brain, and have an intelligent conversation. If we don’t get moved out of the reptilian part of the brain we don’t know what to say. We say stupid things. Say nothing at all or hang up the phone.

Many of your clients will have taken a tour and understand the timeshare concept, but they're still afraid of the unknown.  They're scared when they walk through the door.  They wonder about the gift they were promised. They don't know who the sales rep is or what the product is, and they're afraid they might be sold something this time. Clients in Countries that sell right to use or time ownership are also afraid they're going to be cheated. In any case, they will be in the reptilian part of their brain.



They are in the fight or flight mode. Within the first few seconds of greeting you, they decide whether to stay or run. This is the reason some guests come in angry and try to start a fight. If you fight with them they have an excuse to leave.  If they leave you can't sell them. But, If you relax them and get them into the emotional part of their brain, you could see that same client purchase..

Your job is to take them out of the reptilian part and into the emotional part of their brain. This allows them to relax and “warm up” to you. Once you've accomplished this, you've earned the right to move on to the discovery stage of your presentation.

So, here's what we do during our presentation. We move people from one part of their brain to the other. From the reptilian to the emotional part of their brain. Then to the analytical part. Back to emotional part. Back to the analytical part, and so on.

When your manager comes to the table, your clients go back to the reptilian part of the brain. They know this person is the boss and will be the one to ask for money.  This is why it is so important to call a manager on your table.  Give him some time to warm up too.

This is what we mean by an emotional sale. If you can master this, you can tell what part of the brain your client is in at any given time during the presentation. Very helpful in knowing if you are getting close to the sale. 











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