When the emotional connection is made, the customer awakens mentally to the decision they are about to make. Read that last statement carefully. It is a lesson worth mastering. This Process involves C lear communication. So much of the selling process is made difficult because of ineffective communication.
Information comes in, is process and given back in some form.
The form it is given back in determines what is heard. The hindrance is most think out loud and don't inform others about what they are doing. Communication is effective when you understand what you have said before you say it. This Process involves expectations that are clear and realistic. Many salespeople are driven by what others have told them they can do, rather than understanding what they need to be doing.