This short video is full of powerful insights as to how you can convince customers to buy from you by tapping into their emotion.

For example, the customers who fervently follow the Nike brand – are they just buying sports footwear or the heroism associated with their ‘Just Do It’ ethos?

What do you want customers to feel when they work with you and your product or service?

Your selling process needs to be designed to get potential customers to get to know, like and feel what is special about you and your offer and inspire them to buy based on their core emotion state. For example, it might be stress or guilt as a result of feeling trapped in their business or not having enough time for their family or watching kids grow up. So you need to demonstrate through the sales engagement process how you can help leverage their time better to work less hours and get more balance in their life. If you get this right you don’t need a pushy sales approach, which can be such a turn-off for so many people.

Selling in my business, for example, is about inspiring customers to believe they can change and improve their businesses to get them working to their full potential in order to support the achievement of their life goals; and then showing them how to get there in a systematic and structured way. Listen hard and dig deep to understand the level of dissatisfaction with their current situation versus their vision of what they want in their ideal life, combined with their urgency and commitment to addressing the gap.

Get in touch if you would like to benefit from a complimentary session to look at (amongst other strategies to grow your business and move it forward) how you get prospects WANTING TO BUY FROM YOU – so making selling to new customers and getting referrals from existing customers a more straightforward and rewarding process for your business.