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Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!
Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?' The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life. And you really wanted to know if the magazine was worth your $5 or so! After all $5 is $5. You don't want to risk throwing it away, do you? So instead you stand there reading for a while, as long as you need to (without feeling guilty or locking eyes with the shop owner), to see if you can establish enough VALUE for your money. Could it be that you feel an APREHENSION about spending your money? Of course you do, you 'feel' a risk anytime you part with money. And apprehension is an emotion. Let me give you another example of why there is always an emotion present in a customer in a sales scenario... Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?' That's the knee jerk reaction to the most common question in sales, 'can I help you'. Now, have you ever thought soon after replying with that knee jerk reaction that you wish you hadn't of said that? If so then you've just told a lie. And why do you tell small, little, white lies? Could it be that's you are afraid of sales people... because they might pressure you into making a rash decision you regret later on? Its funny? but they say sales people tell lies to customers. Maybe we learn how to lie as sales people by telling lies to sales people when we're the customers! Don't get serious on me here. This is just poking fun at human nature, but the lesson is? there is emotion present in customers when they talk to sales people. Here's one final example... When we're customers and we look for a service or product selling business from say, Yellow Pages, what's one of the first questions we commonly ask when we call the business? Often a question we ask is 'how much does it cost?' The reason I've noticed that people ask that question is that it's the only intelligent question they know how to ask! That's because as customer who are quite lacking in knowledge on what we are buying. So instead of telling the sales person 'I don't know anything about your product or service', so we can totally rely on their recommendations and 'trust' them, we instead pretend that price is important by asking them that question. If the sales person is smart, they will realise the customer wants information, not a price, so they can make an informed decision about suitability of their own emotion needs and benefits. What's happening here is that we don't like anyone to think we're dumb. We fear asking a question about a product or service we don't normally buy, in case we ask something that makes us feel stupid! Instead we play the 'price game'. By now I would think you are starting to agree that emotion always plays a part of any sales scenario. There is evidence all around us in society that says money always travels hand in hand with emotion. Where we risk losing it, we have apprehension, even with $5 next time you go to the newsagency to read a magazine! Tim Stokes has studied emotional needs of people applied to sales and marketing more than most people you will find in the world. To find out more about Tim's philosophy on selling check out his other article called, "How to Build Rapport in 7 Seconds". Using the knowledge of understanding people's emotions in sales training Tim has created fantastic profit increases in months, even weeks or days, with every business he has ever worked with! To find out more about Tim's amazing sales and marketing skills go to his website at http://www.bbms.com.au
Prospecting and Cold Calling Presented by Dancing Elephants - dBusinessNews Triangle (press release)
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Coaching Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Sales and the Law of Attraction I'm about to challenge your belief system, or at least I'm going to try. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) The First Step to Stress-Free Selling (TM) Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don't believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them by doing homework before m contact. You will make sales more often contacting businesses inclined to advertise with you. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales. How to Boost Your Sales Letter Conversion Rate Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my mucky glasses. Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach? The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! Sell Without Feeling Like A Used Car Salesman Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 3 Tips to Get Clients Now "I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition? Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are.
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