One of the biggest mistakes many companies make each and everyday in business is truly forgetting that the prospects, customers and clients they try to provide their services and products to are…people first.
People, like you and me, who have needs, wants, cares and concerns that have nothing to do with the latest or greatest whiz bang service or gadget in 47 different colors…unless it can help us solve a problem or make our lives a little easier.
However, unless you are communicating to me that you understand what I need and not what you want to sell me, there will always be a divide between us.
Selling with Emotion is not screaming excitedly about my product or service. It is understanding the fundamental human psychology that we first make an “emotional” connection in our buying decisions based on our need and then we justify it logically later down the road.
Which comes around to effectively communicating to everyone as people first, on an emotional level, to even get on their radar as a someone who can help meet their needs.
And this is the critical first step in your evolution from Salesperson to Trusted Advisor.
-Bob Paff
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