As we are discovering "why?" is one of the most powerful questions we can ask. Not only in terms of problem solving, but also for motivating and influencing our customers and prospects.
When we can convince our prospects as to why they should buy from us, and take them on an emotional journey to get there, we are in a far greater position to make the sale.
But what emotions should you appeal to and where do you start? In my experience here are the top three selling emotions and how to use them.
Emotions are powerful motivators. They influence every purchase decision we make. Every day we buy based on feelings of love, fear, greed, guilt, anger, frustration, happiness, hope, and curiosity and then justify our purchases logically.
While we can try to avoid using them, the truth is if you want to persuade people to buy your products and services you need to appeal to their emotions. Your potential customers are not as interested in the features of your product or service as much as what it will do for them, give them, save them, make them feel or help them become.
So to help you get greater results from your marketing, advertising and sales meetings, here are the three keys to emotional selling.