Effective Selling, Buy an Emotion
| Category: Selling Techniques | Date: 2001-10-18 |
How many really effective sales people can you say you have met in your life? There are many out there, and they always seem to stick out in our mind. Why, because we created an emotional bond with them and we bought what they sold. How did they do it? Charm? Charisma? Perhaps, but overwhelmingly, they sold you not a product, but an emotion.
When people purchase goods, they do so to satisfy one of two basic needs. They purchase goods out of a necessity to survive, or they buy to satisfy a desire. If they buy to satisfy a desire, they are making a purchase to create an emotional state. These emotions of pleasure, confidence, self worth are sought out by the buyers, and can be utilized to effectively close a sale. After all, most people don't buy a Rolex watch because it keeps time. Buyers want the satisfaction, self validation, and self worth that is associated with the purchase.
Effective sales people realize that most purchases are made to satisfy an emotional want. All of them exploit this fact. The best sales people evoke intense emotions from their prospects and can go as far as convincing them that life without that product will not be possible. Through a process of questions and visualizations, these sales people help their prospects to visualize and mentally experience the pleasure of owning the product, and the exquisite misery of passing on the opportunity. By helping the customer to experience these emotions, the sales person can effectively convince the prospect that making a purchase is the only solution.
Effective sales people ask questions, and uncover the underlying want and emotion associated with their product. By asking open-ended questions, the sales person can learn what need will be fulfilled with the product as well as what emotional state is most desired by the prospect. Closed-ended questions can be used to guide the conversation, and get agreement on various points of the sale. Finally, emotions can be invoked by the prospect asking descriptive questions that allow them to visualize the pleasure of owning the product. Further descriptions and assisted visualizations only help to tie the product directly to the desired emotional state. By allowing the client to visualize and experience the satisfaction of owning the product, an effective sales person can convince a prospect that ownership is the only solution.
About the Author
Barrett Niehus
ABOUT IP WARE - http://www.freetrainer.com
IP Ware Real Estate Investment Software Allows the User to Precisely Calculate Profits and Returns From Investing in Real Estate.
:To contact see details below.
ptma@dr.com
http://www.alltrainers.com
When people purchase goods, they do so to satisfy one of two basic needs. They purchase goods out of a necessity to survive, or they buy to satisfy a desire. If they buy to satisfy a desire, they are making a purchase to create an emotional state. These emotions of pleasure, confidence, self worth are sought out by the buyers, and can be utilized to effectively close a sale. After all, most people don't buy a Rolex watch because it keeps time. Buyers want the satisfaction, self validation, and self worth that is associated with the purchase.
Effective sales people realize that most purchases are made to satisfy an emotional want. All of them exploit this fact. The best sales people evoke intense emotions from their prospects and can go as far as convincing them that life without that product will not be possible. Through a process of questions and visualizations, these sales people help their prospects to visualize and mentally experience the pleasure of owning the product, and the exquisite misery of passing on the opportunity. By helping the customer to experience these emotions, the sales person can effectively convince the prospect that making a purchase is the only solution.
Effective sales people ask questions, and uncover the underlying want and emotion associated with their product. By asking open-ended questions, the sales person can learn what need will be fulfilled with the product as well as what emotional state is most desired by the prospect. Closed-ended questions can be used to guide the conversation, and get agreement on various points of the sale. Finally, emotions can be invoked by the prospect asking descriptive questions that allow them to visualize the pleasure of owning the product. Further descriptions and assisted visualizations only help to tie the product directly to the desired emotional state. By allowing the client to visualize and experience the satisfaction of owning the product, an effective sales person can convince a prospect that ownership is the only solution.
About the Author
Barrett Niehus
ABOUT IP WARE - http://www.freetrainer.com
IP Ware Real Estate Investment Software Allows the User to Precisely Calculate Profits and Returns From Investing in Real Estate.
:To contact see details below.
ptma@dr.com
http://www.alltrainers.com
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