SELLING WITH EMOTIONS
Learning Objectives
Understanding emotions and its role in selling
Empathy as an motional competences for selling
Better than selling principles
Leading sales with Cialdinis principles of influence
Information
Impartation
Application
Why are emotions vital to selling?
People
are
EMOTIONAL
Beings!
PASSION AND REASON
Ten Commandments The code
Edicts of Emperor Ashoka
All emotions are impulses to act
The root word: emotion mowere latinverb to move, prefix e connotes move away
Emotional intelligence
Is the ability to recognize, understand and manage emotions in both ourselves and others
Emotional Intelligence
VIDEO
Learning Points from Video
You cannot give what you dont have
People will buy much more when they buy you
You have to be passionate about what you are selling.
The greatest customer you will ever sell to is:
To love what you do, and feel that it matters how could anything be more fun Katherine Graham
You cannot be a powerful Sales person if you are not motivated yourself
The greatest customer you will ever win is
People are far more persuaded by the depth of your beliefs and emotion than logic or knowledge when selling
Video
Emotions are contagious In the same way, positive expectation, enthusiasm, can transfer to potential customers LAW OF ATTRACTION: you attract what you are.
ENTHUS I A S M
I am Sold Myself
Greatest Customer you will ever win is you! Take responsibility for how you are perceived.
Activity Think out of the Box
Secrets of selling with emotions
Every behaviour has consequences
Future behaviour depends on the consequences of the past and present
Rewarding consequences will engender repeated behaviour
Sell, products or services, that creates rewarding consequences
Better than selling Principle
Case Study
The most important job of an employee and sales people is to PRIMARILY CREATE CUSTOMERS and KEEP THEM. Selling creates a sale and earn you short term Naira, creating customers earn you both short and long term Naira
There is a big difference between selling and helping people buy
Helping people BUY is the competitive advantage of all sales technocrats
People love to buy, they feel good buying but hate to be sold we take all the credit for the purchase we are proudest but are quick to blame the seller when we feel short-changed. Its human nature!
Better than selling Principle is the focus on what customers want and need,(not what you want to sell) help them to buy whats best for them, and make them feel good about it.
Emotionally!
Dont sell when your emotions are not involved! - PJ
KEYS TO KNOWING YOU CUSTOMERS EMOTIONALLY
Find out what makes them elated, enthusiastic, or glad. Use what you have discovered as a platform or icebreaker before any sales pitch
Learn the things that they are emotional about e.g. birthdays, wedding anniversary
Find out about their business and how you can help for free.
The only two things you must sell
Dont sell me cloths, sell me a sharp appearance, style, and attractiveness
Dont sell me insurance, sell me peace of mind and a great future for my family and me
Dont sell me an ticket, sell me a fast safe, on-time arrival at my destination feeling like a million dollar
Dont sell me food, sell me great taste, and safety from food poisoning
Good feeling
Solution to problems
Class Activity
Learning Points from activity
In the overwhelming majority of cases we dont buy what we need, we buy what we want, and what we want are based on our feelings
we buy emotionally, and then justify with logic customers buy feelings
We buy solutions to pain, which makes us feel better
Video - DHL
GLAD, SAD, MAD, SCARED
Keys to help you sell emotionally
Put yourself in the glad mode - Be the carrier of good emotions not the catcher
When selling never tell customers your problems problems may create sad emotions in your customers, and sad people buy only at funeral homes
Keys to help you sell emotionally
Remember that customers buy for their reasons, not ours. few customers will admit or even be aware that they are responding to emotional and unconscious reasons for buying. Your basic job is to size up, and respond to each customers need or want in a way that makes them feel glad
Keys to help you sell emotionally
Be the companys Positive image when selling Images communicate with emotions.
Use logic and emotions When selling emotions keep gets them buying, logic gets them sold and coming back poor logic skill cause post-decision remorse product knowledge is requisite to logic
Selling Emotionally with CialdinisSix Principles of Persuasion!
he spent three years going "undercover" applying for jobs and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion and experiments in social psychology.
Robert Cialdini
When selling, persuasion isn't converting customers or potential customers to your way of thinking. It is converting them to your way of feeling and believing Michael Leboeuf PhD
S- SCARCITY
C- COMMITMENT/ CONSISTENCY
R- RECIPROCITY
A- AUTHORITY
L- LIKING
S- SOCIAL PROOF
Scarcity once your buyers feel the solution to their problem is scarce demand will rise
Commitment/consistency- People are likely to honor commitment to buy when they put it in writing
Reciprocity- you always feel indebted to return a favor.
Cialdinis Six Principles of Persuasion
Authority People feel safe and are easily persuaded by anyone who demonstrates personal mastery in product, services, or industry
Liking We easily persuaded by those we like
Social Proof people feel safe doing what they see others doing
Cialdinis Six Principles of Persuasion
Thank you