This is a sales gravy podcast. I'm Jeff Blunt, best-selling author of People Buy You,

and I'm here to help you knock down more doors, close bigger deals, and rock your commission

check.

Here's the brutal truth.

If your buyer is not emotionally engaged, your deal will stall.

On this episode, we'll discuss how and why ultra-high-performing salespeople test engagement.

But before we get started, I'm excited to announce that my brand new audiobook, SELZQ, is out and available for download now on Amazon, Audible, and iTunes.

If you like this podcast, you'll love SELZQ. In this audiobook, we do a deep dive into the new psychology of selling and how to leverage human influence frameworks to increase deal-win probability.

And here's the good news. I'm the narrator. So go now to Amazon, Audible, or iTunes, and download Sells EQ.

Just because your prospect is in the qualification sweet spot doesn't mean there's a high win probability.

Yes, the prospect may be big.

The buying window may be open. There may be budget. There may be a good fit and there may be urgency.

Nonetheless, if key stakeholders and buyers are unwilling to engage, your deal is going nowhere.

Now, essentially, there are three ways that stakeholders engage.

First, they give us time. Most people reluctantly give up time to meet with you. So when stakeholders are agreeing to meet, it's a good indicator that they are reasonably engaged.

Next, they take action. You see, we need buyers to provide us with information, make

introductions, give us data, take us on facility tours, engage in trials and demos, sign

contracts, give us money, and implement solutions. When stakeholders are willing to take action

and match your efforts, it's a clear sign of engagement. And finally, they connect emotionally. We ask stakeholders

to answer our questions and reveal their problems, challenges, and feelings. We ask them to

commit emotionally to the solutions we recommend and to our product and service. We ask them to

emotionally connect with us. And when stakeholders actively participate and lower their emotional

...