In a thought-provoking episode of "We Love Sales People", Joakim Turesson, a seasoned sales expert at Adviser Partner, shares deep insights into sales psychology and the crucial importance of relationship building in modern sales. In a nuanced conversation with host Jonas Olofsson, he explores the controversial truth about how people actually make buying decisions. The Emotional Dimension One of the most exciting insights Joakim presents is about the balance between emotion and logic in sales. As he puts it in the talk: "It seems that many salespeople work and fight against human behavior. What we should really be doing is understanding - okay, how do we work with human behavior?" Three Keys to Successful Selling In this episode, Joakim presents a powerful framework for building strong customer relationships. This framework, which he developed over many years of experience, has proven to be transformative for many salespeople's results. From "Nice to Have" to "Must Have" A particularly fascinating segment of the talk is about how to change the customer's perspective on the offer. Joakim shares some of his most effective techniques for creating genuine customer engagement. Specialist Secrets During the call, Joakim also reveals how to position yourself as a specialist rather than a generalist, and why this distinction is crucial for successful selling in today's market. More to Discover In the full episode, you'll hear: ● The specific techniques Joakim uses to create emotional connection ● His concrete advice for building long-term customer relationships ● Detailed examples of how the framework can be implemented in practice ● Specific insights on the importance of timing in the sales process Don't miss this valuable episode that will give you the tools to take your sales to the next level. Listen to the full conversation where Joakim Turesson shares his most valuable insights from his long experience in professional sales.