How does Janice Gordon's approach integrate emotion in B2B decision-making?

Janice Gordon's approach emphasizes the importance of emotions in B2B decision-making. She believes that decisions are made with emotions, not in the absence of feelings. This is a departure from traditional B2B sales, which often focus on facts, features, and benefits.

Janice's Scale Your Sales system helps salespeople understand their buyers' emotions and motivations. It encourages them to build trusted relationships and grow profitable partnerships. The system also uses neuromarketing methods to influence decision-making.

Neuromarketing is a field that studies the brain's responses to marketing stimuli. It captures non-verbal responses in the brain and body to understand why consumers make the decisions they do. Janice offers six ways to stimulate decision-making with emotional stimuli, including showing the difference, making it real, making it memorable, visualizing it, and showing the emotion.

In essence, Janice's approach is about understanding what motivates buyers, influencing decision-makers, and nurturing trusted relationships. She believes that buyers buy on emotion and justify their decision with logic. Therefore, inspiring with emotion and offering quality service can make price secondary in the buyer's logic.

Would you like to know more about any specific aspect of Janice's approach?