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Analysis Of The Article ' The Power Of Emotions ' Selling ' Essay

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The Power of Emotions in Selling
By Stephen Blakesley | Submitted On May 01, 2012

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Expert Author Stephen Blakesley
Most organizations, that maintain a sales force, believe in just two approaches to advancing the sales skills of their sales team: The Minimalist Approach and the Process Approach. Few, if any, ever consider the impact emotions have on sales success. Before we talk about he value of emotion in the sales process, lets make sure we understand what is involved in the two, most popular, sales training methods. A brief explanation of the Minimalist and the Process sales approach may properly set the stage for a productive discussion about what is really needed to grow a "World Class" sales team.

The Minimalist Approach

This approach may best be exemplified by a story about my own entry into the sales profession, nearly half a century ago. I was 17 and getting ready for the summer between my Junior and Senior year in High School. For the previous 4 summers I had worked in the local grain elevator shoveling wheat, sacking and stacking feed and seed in the warehouse and emptying boxcars filled with grain. All good solid jobs but no real

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