No skill that you can acquire in sales will enhance your earning power more than learning how to arouse emotions in your buyers in ways that are positive to the sale. The exact words you use will depend on your offering, your personality, your buyers, and market conditions. Positive emotions trigger sales; negative emotions destroy sales. As you work at developing the skills to evoke emotions in your potential clients, always keep that concept in mind. You can destroy sales as rapidly as you can create them through the clumsy use of, or the lack of control over, the emotional setting. Also remember that your actions, manners, words (and how you say them), your grooming, and your clothes are all things that trigger emotions in your future clients — whether you want them to or not.   (more…)