Do People Make Decisions With Logic or Emotions?
Simply put the answer is: both. Making a decision to buy is very subjective. It can be for many reasons or maybe just one reason.
As a business person or entrepreneur you really should be prepared to use both styles. You never really know what a customer is thinking or feeling, you can only make calculated guesses. Personally I believe that emotions are the ‘open’ and logic is the ‘close’. Let’s break that down.
You Need To Be Energetic For Sales To Work
You’ve heard the expression “Break the ice”. When prospecting generally the customer has no idea who you are. People constantly have their guards up at any given time. Through sheer energy you can help lower these guards. Otherwise you’ll find it hard to have a conversation and make a sale.
When someone (even yourself) feels comfortable, you find that you are more welcome to information. You need to make a prospect feel this way before trying to reel them in. By being positive and full of life you ooze this energy that makes people feel disarmed and in a sense vulnerable.
Have A Open Mind To Everything
Vulnerability is not necessarily a bad thing. By being vulnerable to new information you allow yourself to learn and make decisions with a clear mind.
When a potential customer feels comfortable with you, you form a relationship with each other. Now you can work on building trust with him/her. During this time your prospect is actually paying attention to what you have to say.
Your no longer soliciting to them you’re actually providing them with valuable information (assuming you’re genuine). Now they are ready to really listen to what you have to say.
Indisputable Logic In Business Sales
This part of prospecting is fragile. It’s important to realize whether the product or service you are representing is genuine. Are you actually going to provide value to your customer?
Initially you start asking questions to your prospect to establish what they are really looking for. If you find that you truly can’t help them this is a good time to stop. When you ask questions you make the prospect critically think. The questions are for you and for them.
They realize what they want and you understand the same. Consequently you show him/her that you are really interested in what they have to say. You absolutely should be fascinated by their answers.
Honesty Is Always The Best Policy, Duh.
Working with integrity is better than with deception. If this customer is not the one for you and you work with them honestly, they will most definitely appreciate and may actually refer someone who really could be a good client for you.
The End of The Sales Chapter
Once you find out what the customers interests and concerns are you can properly address them. You can provide information tailored to each individual prospect. This is the point of the meeting where a customer makes a decision on buying or not.
They’re thinking about whether they want this or not. Whether you’re a nice person or mean person absolutely has no input here. Nobody will buy anything solely from you just because you are good person.
Everyone on our round blue planet has only one question in mind: “What’s In It For Me”.
Break down their guards with emotion, and apply information to the client with logic.