Module 1
Stages of a Sale
Learn the fundamental stages of making a successful sale
6
Lessons
30
Questions
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Your Score
Lesson 1 of 6
Emotion For Action (EFA)
Emotion For Action (EFA) is the MOST important part of the sale. It makes the sale possible.
The core principle: Make the client RELIVE the problem they have, OR make them relive the solution they received that helped them before.
Why is this critical? People do not act on logic first. They act on emotion and justify with logic later.
If your client does not FEEL the problem, they will not act. The emotion must be real and present in the moment.
Your job is to bring that problem or that desired solution back to life in their mind. Make it vivid. Make it present.
Without EFA, you are just listing features. Features do not sell. Feelings sell.
Example: Instead of saying "Our service saves time," make them FEEL the frustration of wasted hours: "Think about all those evenings you spent catching up on work instead of being with your family..."