Most people know this.
Yet most salespeople only sell to intellect.
Quick analogy...
You're at a party & meet someone you've never met before.
You're attracted to her.
You chat.
The conversation is surface level.
"What do you do, where do you live, where are you from"...etc.
She hasn't let you in.
Her barriers are up.
You pick up on something, a look on her face conveying some kind of negative emotion.
Then all of a sudden you decide to go deeper...
"Would you mind if I'm honest for a second?"
She looks at you with curiosity...
"Not at all - go for it."
"You seem to have something on your mind, almost like something has upset you. I don't mean to pry...but I couldn't help noticing."
"You know it's funny you should say that - I recently split from my boyfriend, and today it's been exactly two months."
"Oh...well...break ups are hard. I know what you're going through. Were you together long?"
"Almost five years...you know I do feel like I need to be strong and move on...but it's tough, you know sometimes, I know it's weird but..."
...and you're into a real conversation beneath the surface.
She appreciated your observation skills, your empathy, your listening skills, your sensitivity & awareness...
And so, she let you in.
She feels comfortable confiding in you.
She feel safe.
It feels great for her to actually talk to someone who seems to understand what she's going through.
And a few weeks later, she did move on...
She found a new boyfriend.
Some guy she met at a party...
