Power Salesmanship! - Emotional Buying vs Logical Buying

People make a decision to 'buy' based on Emotion! Then and only then do they use their own internal Logic to support the emotionally-based buying decision that they have just made.

This simple concept is the foundation of my entire Power Salesmanship! Training.

This concept is so critically important that I repeat it over and over again at all of my seminars, workshops, and even at my shortest of speaking presentations.

I even forewarn my audiences that the concept is so critically important that I will be repeating it often!

I had heard it a hundred times myself, and believed it every single time. The lesson however, was only intellectual and external.

It wasn't until my 101st time hearing the same idea, that it sunk in and hit me emotionally and internally as well. When this happened, my entire life changed!

And, since I am a man of my word, let me repeat it again for you right now:

"People make a decision to 'buy' based on Emotion! Then and only then do they use their own internal Logic to support the emotionally-based buying decision that they have just made".

Too often, we as salespeople attempt to establish an emotional connection first by using Logic. This is done with facts, statistics, data, reasoning, etc, in an attempt to persuade your potential customer of what a great decision they made by choosing you. You are so smart and knowledgable, and you will give them true information that they can believe in and can count on!

The truth is that your customers want to know, deep in their hearts and souls, that they are safe with you, that you like and appreciate them for who they truly are, and you are not judging them.

The emotional connection that must be made has nothing to do with how smart your customers think you are! It has everything to do with, "Does this person like me?"

How many times have you lost a customer and a sale because you talked too much when you should have been building, strengthening, and re-affirming the initial emotional connection?

Wouldn't you like to stop doing that right now?