People buy emotionally first and logically second!
But sales people often (maybe most often) attempt to sell logically first and emotionally second (if at all). People won't buy in reverse order.
You can explain why your product (or service, or your point, when talking to a colleague or family member) makes sense, or why your price is affordable, or your product is the best on the market, or your decision is best for everyone involved . . . but until the customer experiences the emotional desire to buy, you're not going to make your sale.
Don't put the cart before the horse by trying to sell the logic first. Get people excited about what you're selling and they'll come up with the logic on their own! It's true. Think about a significant or unusual purchase that you recently made for yourself, your business, or your family. It might have been a new computer, a new car, a new set of golf clubs, an expensive vacation, or a special gift. Think about your buying process. Did you sit down and figure out how the purchase made sense before you got excited about making the purchase? Or was it the other way around?
Yes, people get excited about what they want to buy, and then they figure out how to justify buying it. That's not always the best way to make a purchase because oftentimes we buy things we really don't need, or can't afford. But nonetheless, it's the way people buy.
If you're selling something that people really do need, if you'll help them get excited first, you'll get more sales.
Now that you understand why people buy, take a look at the five reasons why people won't buy from you:
1. No need.
It doesn't matter how good your product is, or how fairly it's priced. Where these reasons occur, a sale doesn't.
Quoting Zig Ziglar, "Selling is the only part of a company that contributes to profit. All the other parts contribute to cost. Be proud that you sell and reflect that pride to your customers, associates, family and friends. It's more than just a cliché to say that nothing happens in the world of business until somebody sells something."
. . .Adapted from NETWORK MARKETING FOR DUMMIES by Zig Ziglar and John P. Hayes, Ph.D.
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