The first time I read this terminology it was in Jeb Blount’s best-seller “Sales EQ”. It’s not about faking your emotions or opening up to anyone. It’s sort of a strategy that every salesperson must keep in mind to reach the next level in sales.
“Emotional Scripts” are patterns of communication between two people in familiar situations. This conversation or communication builds momentum using subconscious signals and actions that you could use for your benefit as a salesperson to connect with your prospect and break the ice.
This matters a lot because buyers and sellers repeat previous experiences, even when the individuals have never met unless the seller can disrupt the conversation by using language that forces conscious engagement instead of reflexive response.
For more details on creating an emotional script, send me an email at malekalameh@gmail.com and I’ll share with you the points you should keep in mind.