Selling is the transfer of emotion

On a training call today, I heard the headline statement and paused to think about it. I'm not trained in sales, and I don't think I have any natural ability; my strengths lie in teaching, which only has a small overlap with sales.

It makes sense that the sales process starts with emotion. Unless you really want to buy something, you're not going to buy from a boring salesman or woman with no enthusiasm. If they aren't excited about it, why should you be? So step 1 is to get excited and amp up emotion when presenting the opportunity to people.

The next step is to use techniques to transfer that emotion to the seller. One key is understanding someone's personality type (red/green/yellow/blue) and speaking in a way that resonates with them at their core. Of course, not everyone is purely one color, but you can pick up on personality traits that lend themselves to certain techniques.

For example, a red is going to want to know how much money they can make, but if you start talking about money with a yellow, you won't get very far. 

So it appears there is a science to selling as well as getting rich.