We like To Buy But We Don’t Like To Be Sold!
Consumer of today can move on to next options…
When was the last time you bought something out of technical features?
Although we don’t base all of our decisions around buying with emotions but let’s be honest you can’t sell a terrible product by being the best salesman…or can you?
For so long a lot of salespeople have sold things to buyers who aren’t really interested in buying that product! and we have great praise for them…well some of us anyway,
But what if you could connect the buyers at an emotional level.
You see if this was the 1980s or something being the best damn salesman was all about selling anything to anyone, but now people can smell garbage miles away all because of information in our hands.
You are not trying to convince them of anything. You’re trying to show them how you are going to make their lives easier…There are no favors involved. It’s a win-win for everybody — Mark Cuban
As you can see, selling is not a way to decorate and wrap up some unwanted things and pitching hard to sell it to anyone!
People may not say that onto your face but they know when you are full of it. Why else does a salesman get “no” so many times and email subscribers spam them because they flood them with pitches?
Describing features is one thing but showing benefits is another… and probably a good one:
Emotions do matter over features, now we can talk endlessly how “co-cola” advertising is magic and all but that’s not why we are here.
We are not talking about brands in general here, but why we like to buy instead of getting sold.
An offer you can’t refuse may apply subtle pressure, but nobody likes a hard sell. -Chris Guillebeau
Make no mistake there are people who will buy a hard sell if you convince them long enough but it won’t always work.
Why would someone trust a messenger if they don’t even like him!
It’s kind of like putting out content:
“Credibility is the foundation of the leadership if you don’t believe in the messenger then you won’t believe in the message” -Jim Kouzes
All the tactics of closing, sales techniques, presenting sales go out of the window if the buyer didn’t like you or is afraid of buying from you because of a lack of credibility!
Motives for buying something can be a million times more important than sales skills!
No matter how good of a salesperson you are but the consumer has more power because now there are a lot of options available in one-click away.
Emotions matter over features, Think of it like this you don’t have to sell water to people who have just finished marathons or food to people who just entered a restaurant.
Emotional Selling vs Traditional Selling:
Consumers are smart and they can research things you might be selling to them in fact a lot of them already are.
But, like earlier said people do buy a hard sell whether they like it or not but emotion obviously plays a factor in selling.
We all know how impressive Co-cola ads are but we don’t buy things like a 5-year-old! So a pinch of effort with timing and emotion might be a great idea!
A lot of people do prefer salesperson as they think they add more value to the things they are selling:
“Pens for sale here” vs “This ball-point pen will glide on your notes”
Maybe It’s all based around the right timing, the right people, and the right offer.
Thank you for reading!
