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Casual Articles - Why ALL Sales Decisions Are Based On Emotion - Here's The Proof!
The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew.Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've got. So when the last issue came with a special promotional wrapper on the cover, I wasn't surprised.But, what made this one interesting was a c
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
There's still time to review your public relations program like Navy flight crews go over a fighter jet.Reason is, you need to fine-tune your public relations activity looking forward to a snap-back in the economy, when you'll need all guns blazing.First thing to check?Do you know for certain what your most important external audiences think about you and your organization? Your answer is central to your success because thos
From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?'
The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life. And you really wanted to know if the magazine was worth your $5 or so!
After all $5 is $5. You don't want to risk throwing it away, do you? So instead you stand there reading for a while, as long as you need to (without feeling guilty or locking eyes with the shop owner), to see if you can establish enough VALUE for your money.
Could it be that you feel an APREHENSION about spending your money? Of course you do, you 'feel' a risk anytime you part with money. And apprehension is an emotion.
Let me give you another example of why there is always an emotion present in a customer in a sales scenario...
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
T
Often we read articles on the Internet about business from some pretty seasoned veterans indeed. Unfortunately all too often the people writing these articles are self proclaimed Gurus of marketing or advertising, who are not seasoned entrepreneurs. In fact very few seasoned entrepreneurs have any reason to write about such things unless they are completely retired and therefore writing a biography or have switched careers.So, really who knows Adv
The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life. And you really wanted to know if the magazine was worth your $5 or so!
After all $5 is $5. You don't want to risk throwing it away, do you? So instead you stand there reading for a while, as long as you need to (without feeling guilty or locking eyes with the shop owner), to see if you can establish enough VALUE for your money.
Could it be that you feel an APREHENSION about spending your money? Of course you do, you 'feel' a risk anytime you part with money. And apprehension is an emotion.
Let me give you another example of why there is always an emotion present in a customer in a sales scenario...
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
In the last article I mentioned the top reasons why employees quit.Here is a recap:Poor Pay RatePhysician or Immediate Manager’s AttitudeLoss of Trust and Confidence in Leaders Often in the Form of a “Ghost” PromotionLack of Promotion or Advancement OpportunityStress Among EmployeesFeeling Devalued and UnrecognizedStress of PracticeLack of CommunicationLack of Support or Freedom
After all $5 is $5. You don't want to risk throwing it away, do you? So instead you stand there reading for a while, as long as you need to (without feeling guilty or locking eyes with the shop owner), to see if you can establish enough VALUE for your money.
Could it be that you feel an APREHENSION about spending your money? Of course you do, you 'feel' a risk anytime you part with money. And apprehension is an emotion.
Let me give you another example of why there is always an emotion present in a customer in a sales scenario...
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
1) Effective meetings make moneyEffective meetings make a business smart by producing creative strategies, solid plans, and workable solutions. And smart businesses always outperform others. Bad meetings produce nothing, except maybe a decision to call another meeting.A smart business attracts customers because they know that smart companies provide reliable products and services. Thus, your proposal meetings, sales presentations, and opera
Could it be that you feel an APREHENSION about spending your money? Of course you do, you 'feel' a risk anytime you part with money. And apprehension is an emotion.
Let me give you another example of why there is always an emotion present in a customer in a sales scenario...
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
In the fundraising profession, appeal letters that you mail to existing donors are called renewal letters. They are designed to solicit a gift, but, more important than that, they aim to persuade your current donors to renew their support of your organization. Donors renew their support with their cash, of course, but they also renew it with their commitment—with their hearts and minds. And that’s why renewal letters are so vital. They help you maintain
Have you ever told a lie to a sales person? Of course you haven't, is your first reactive answer. But think about this, have you ever entered a shop and been asked if you need help then replied with 'no thanks, I'm just looking?'
That's the knee jerk reaction to the most common question in sales, 'can I help you'.
Now, have you ever thought soon after replying with that knee jerk reaction that you wish you hadn't of said that?
If so then you've just told a lie. And why do you tell small, little, white lies? Could it be that's you're afraid of sales people... because they might pressure you into making a rash decision you regret later on?
Its funny… but they say sales people tell lies to customers. Maybe we learn how to lie as sales people by telling lies to sales people when we're the customers!
Don't get serious on me here. This is just poking fun at human nature, but the lesson is… there is emotion present in customers when they talk to sales people.
Here's one final example...
When we're customers and we look for a service or product selling business from say, Yellow Pages, what's one of the first questions we commonly ask when we call the business?
Often a question we ask is 'how much does it cost?'
The reason I've noticed that people ask that question is that it’s the only intelligent question they
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