Hey guys, welcome to Shama.tv. So I’ve just come back from an excellent all-day training by friend and colleague Jim Fortin, who used to actually represent The Learning Annex in New York and LA and did a lot of stuff with them. And now he’s back in Dallas, lucky for us, and he did a full-day seminar on sales. And I’ve got to tell you, I loved the stuff. It was zero-effort selling, just fabulous. I’m totally blown away. And I do a lot of trainings and I go to a lot of these things, so I can definitely tell you how to separate the wheat from the chaff, and this was great stuff.

One of the things that really stood out to me today in the training I wanted to share with you guys, and Jim was talking about what is the most powerful, powerful skill set in sales and marketing, and you know, we all had our different answers, thought different things, and it really boiled down to this, and when I thought about it, it totally clicked. And it’s imagination.

If you can get the person that you are trying to sell to, to imagine – to imagine what their future would look like, how their problems can be solved – if you can leverage the power of imagination ethically, because you want to make sure that if you are setting them up for this then you can deliver on that, because otherwise you’ve just set yourself up and them for huge disappointment. And that’s really not the field that you want to play in.

But imagination as a skill set is so powerful. Web sites that can give you a visual of what they’re trying to do. You know, the things that we buy, it’s often on emotion, so imagination leads to emotions, which generally gets us to buy. So we buy with emotion and we rationalize analytically. But imagination is probably the strongest skill set in marketing.

So it’s something I wanted you guys to think about and I wanted with you, and again, I learned so many cool things at this sales training that I will be sharing nuggets with you guys in future episodes.