Do you know what most salespeople do not have in mind when they are meeting with a potential client?
They do not understand that every decision anyone makes is made by emotions.
The biggest mistake any sales person can do is to sell based on what features they think is important.
Every single person in this world is unique in their own way, and every decision is going to be different for everyone.
You need to take that into consideration in your sales game. In fact, you need to be asking relevant questions to the client to uncover specific problems they are experiencing in their business.
If you don’t know what you client wants/needs are you should not be pitching your product or service. You need to be asking specific questions to the client in order to understand what they actually need. Why waste your time and pitch your product if you don’t even know if they have any problems or concerns in their business.
Moral of the story…ask good questions that reveal to you what the client needs.
Here are six key ways you can increase sales in your business using emotional selling.
Explain What They Are Missing Out On
Fear is a common emotion that is expressed in sales calls. What I mean by “fear” is when clients have the thought in their minds where they think, “if I don’t get this, I’ll miss out.” This is what I call “FOMO” or fear of missing out.
By making the customer feel like they will be missing out on a great opportunity, they will be more likely to make a purchasing decision. Ask your client specific questions in order to uncover any problems or concerns in their business. Furthermore, knowing what your client needs will allow you to portray the amazing solutions and service you offer.
By presenting high value solutions to your clients and having a massive amount of confidence in your product or service will give them that “fear of missing out.” As a result, this way of selling will help you increase your numbers and make an impact in your business.
Explain How They Can Help
Altruism is an emotion that refers to the feeling of helping other people. In fact, explaining how your product can impact your client’s business, employees, friends, and family, can help them make a purchasing decision.
Your clients will appreciate how your solution helps out other people in their business. An example of altruism in B2B sales could be when a sales person mentions the importance of time and efficiency in their sales job and the company recognizes that problem. Therefore, purchases software that will eliminate that problem, resulting in, more time and efficiency.
People want to be told that they can help other people. High-level individuals in a company have a huge leadership role. Therefore, by showing the client that your solution with help others in their business, the more likely you are to close that sale.
Show Them Their Potential
When some is jealous they are most likely very competitive. When you sell jealousy you need to make sure to show the client their competitive advantage with your solution. In fact, you need to show them how much potential their business will have with your solution. This will cause the client to be jealous and want your solution in order to have the edge over their competitors.
For example, if you were selling CRM software for businesses that had top of the line features and saved the most amount of time for sales people, you would point out that the data collection feature could save your sales team one hour of wasted time which could be used for more productive activities.
Show What They Will Get
When most people hear the word, greed, they usually have a negative reaction towards it. However, it is important to remember when selling emotions. Nearly everyone in this world is attracted to the idea of gaining something valuable.
By selling greed, this will motivate the client to make a purchasing decision by taking advantage of your offer and gaining personal value from it. Make sure to provide the client with an outstanding offer that the idea of using someone else’s solution doesn’t even cross their mind.
Describe the Consequence
Shame is the next emotion that sales people should be aware of when selling their products or service. You can sell this emotion by referencing past prospects mistakes of not buying and the consequence they had due to not making a purchasing decision.
Never insult or hurt the clients feeling when it comes to selling shame. Furthermore, you should make it an option for the the client allowing them to make the decision themselves. Putting that idea in their mind will make them think about the consequences they could experience in their business.
Fulfill the clients needs by showing them the solutions you product or service brings while also showing them the consequences that previous prospects have experienced.
Portray Ways You Help Reach Goals
Lastly, another way you can sell is through pride. Pride refers to the gratification a client receives by purchasing or doing something. This is a powerful emotion that can help you increase your sales because everyone loves the feeling of pride. Every client wants to hear the amazing features and benefits your company offers in order to fulfill their needs.
An example of selling pride could be when your company sells some sort of benefit such as employee benefits. Let the client know how much their business will thrive with a better culture, higher-level talent, and overall a better workplace.
Strategy for Emotional Selling
The most important thing to remember when it comes to selling emotions is to remember your clients needs and problems. Always ask yourself, what is it that my client wants to accomplish? Instead of being product based, it is important to remember to always be value based when selling your product or service.
You should only be selling the solutions your client needs. Everything else is just wasted time for them. Make sure to hammer down what is important to them and present them an undeniable offer.
Done correctly, emotion selling is all about the feelings the client gets when they purchase or when they do not purchase. This emotional selling strategies is one that can be used for sales conversations, calls, advertisements, and other marketing activities.
Bottom Line
Emotional selling can result in an increase in sales, higher customer loyalty, and more business overall. You can leverage this selling strategy in your business through sales calls or marketing practices. If you want to learn more amazing sales strategies these books are packed with valuable information that will put you ahead of your competition.
Let me know what you learned in this blog! Feel free to reach out to me with new blog ideas or if you just want to talk business. I really hope you enjoyed this read and would love for you to come back for the next one!
GODSPEED
NL