EMOTION SELLS / LOGIC TELLS
Far too often sales people attempt to justify their final close through Logic…… WHILE 90% of a prospect’s reason for purchasing is Emotional with the backing of Logic not the reverse.
People buy product and services because of the way it will make them feel………. be it through having a mental picture of what the product or service will provide them with. (POSITIVE mental stimulation)……….. Creates a positive emotional response.
However if the sale is based solely on emotion your prospect will more than likely cancel the sale……. for emotion must be TIED DOWN with a small amount of Logic that supports their emotional decision to purchase.
The Master Salesperson will use their skills to get their prospects emotionally involved through appropriate RAPPORT during their introduction and discovery process before ever presenting their product or service.
They know that both Negative and Positive thought processes create an emotional response, and they use this to their advantage while leading their prospects towards a POSITIVE outcome today!
SAY SOMETHING TO SPARK AN EMOTIONAL RESPONSE TO HAVE YOUR PROSPECT BECOME ENGAGED………….