How many times have you heard this? “Uhmm, was it really a bad appointment or was it the lack of sales skill we sent out to see the prospect? What are the key ingredients of one sales representative over another that keeps them on the leaderboard month after month?” There are multiple reasons for this, and the superstar salesperson has a gift during the selling process to emulate the prospect’s exact buying needs, habits and decisions, and the order is asked for not, sold. All prospects experience a number of anticipated emotional stages when making a purchase, and the following key ingredients are precisely what a prospect is experiencing emotionally when making a buying decision and how you can best address it.