Here's how you can navigate the potential pitfalls of relying solely on logical reasoning in sales.

Understand emotional intelligence: Logic is important, but emotions play a significant role in decision-making. Adapt to individual communication styles. Incorporate storytelling: Stories help create an emotional connection, making your pitch more memorable and persuasive. Listen actively: Practice active listening to better understand their needs, concerns, and points of view. Build relationships and trust: Focus on building long-term relationships with your clients by consistently delivering value, being reliable, and showing genuine interest in their success.

It helps us build better relationships. That's because being aware of our emotions can help us talk about feelings more clearly, avoid or resolve conflicts better, and move past difficult feelings more easily. Our emotions dictate how we react to situations, decide where to focus our attention, and decipher information.

When understanding how emotions power decisions, it is helpful to remember from our own experiences. Do you remember being obsessed with a certain issue, to the point where it was all consuming and over powering? That is pure emotion. These mental states are often coined with phrases such as; -Wanting what you cannot have -Fear of loss -Knowing the value of something only when it is lost So how to help people make decisions emotionally? We have to relate the benefits of our product to the clients present and future welfare and show clearly that unless they buy now, they will lose out on the benefits either in part or in full and that loss may be irreversible in whole or in part. Inducing panic, fear of loss or consequence is justified

Understanding emotions helps salespeople connect with customers by addressing their true needs and worries, making the sales pitch more convincing. Building strong relationships builds trust and loyalty, encouraging customers to buy and stay engaged. Combining emotional intelligence with logical reasoning creates a well-rounded and effective sales approach that resonates with customers and leads to better results.

To increase the effectiveness of this approach, try using stories and personal testimonials that reflect previous customers' experiences with the product. Add a personal touch by remembering small details about your clients, which shows your genuine interest in them and their needs. Offer guarantees or free trials to reduce fears and build trust. Also, organize promotional offers or exclusive rewards for loyal customers to enhance the emotional connection with the product. With these additions, you provide more practical tools to strengthen the relationship with customers, helping to turn emotions into purchase decisions.

One very controversial thought is that people usually find out the truth over time about other peoples integrity. So while we can try and empathize and understand with integrity, if we act falsely to try and create "common" interests or values with new clients who are essentially strangers, they will see through this acting. One bold strategy is to only take on clients who share common values with us. Yes this reduces our prospect pool but it creates client banks who are our soulmates and who will refer us onwards happily. Also clients will normally refer to us people who they like also. Which in turn means we will like them and sell to them easily, because we understand them. They will also refer us to their friends easily and on it goes!

Every customer will surely want to keep doing business with someone they trust and feel comfortable with. Building a good relationship with your customer is just the missing piece. By building this relationship, you are making your customer feel safe and feel relaxed to do business with you again and again. Even after purchase, try to reach out to them and know how the services they purchased from you is serving them. With that, they will feel loved and important, and you are already building relationship at this point which will draw them back to your business time upon time because that good relationship is already there.

En el sector de las ventas, lógicamente, nuestro público objetivo que son los clientes, son nuestro foco y es por ello que es imprescindible conocerlos bien. En una primera toma de contacto, es importante escuchar al cliente, saber sus pasiones, hobbies, inquietudes, necesidades y que perspectivas tiene con el servicio que le podemos ofrecer. Hoy en día, la confianza lo es todo, por lo tanto para vincular a un cliente, hay que crear un relación duradera con él, transmitir honestidad, seguridad y sinceridad a la hora de hablar con él. Que el cliente capte que lo más importante es su felicidad, que esté satisfecho con nuestro servicio y que de ese modo nos pueda recomendar a amigos y familia para seguir ampliando la agenda de clientes.

When you give room to your client to be direct, and in some cases vulnerable with what they have to say to you, you have a huge responsibility of always being ethical and not using this information in an opportunistic way. You need to advise the client with exactly what they need, not more than what they need to increase deal value for example. Trust goes a long-way, if you think short-term, or abuse the relationship and trust given, if they work with you now, they will not repeat it. Remain transparent, open, ethical, and helpful.

Pienso que la confianza que uno puede lograr transmitir es la base para poder lograr una venta, si confían en ti podrás vender lo que sea y a quien sea, hay que ser transparente y lograr que el cliente confíe en que le otorgaras el mejor servicio no solo antes de la venta si no que puede contar contigo para solucionar cualquier dificultad o requerimiento posterior. Eso solo se logra con la confianza.

Parallel story telling is very powerful when it is authentic. Find real examples in your client banks of people who took your advice and it really benefitted them, alongside clients who resisted your advice and suffered consequences as a result. Using real stories, as opposed to conceived ones is worlds apart. If you can use those clients as reference points via testimonials all the better. An example is one family who listened and bought life insurance and one who did not. When someone dies the tragedy is real and awful. But the ability to survive and flourish as a family as opposed to the heart breaking poverty suffered by uninsured families is probably the most profound story in all of financial services sales.

Having knowledge of your customer's real needs is of utmost importance. Understanding what is relevant about your product/service for the operation of the ICP is crucial in order to address the best issues and thus create value for your product.

S’exprimer de manière claire et concis est indispensable pour faire comprendre aux prospects leurs situations de manières pédagogiques En ce sens ils prendront la meilleur décision, vous faire confiance !

Uno de los consejos más acertados en este campo, la recomendación de los productos y servicios se basa en a quienes les a funcionado o ciertos tips o técnicas que podrían ser utilizados por los nuevos clientes.

Acknowledging the presence of biases in decision-making is crucial in sales to effectively address customers' preconceived notions and emotional attachments. There might be a deep-rooted fear of changing providers / systems, fear of trial and error, misconception and biases on brands / services / products that logic can't counter. If you have a customer who is hesitant to switch to a new solution due to a fear of change & a sense of attachment to their current system for example. Instead of only focusing on the logical benefits of the new solution, you could acknowledge the customer's attachment to familiarity & frame the conversation around how the new solution could enhance their current processes without requiring a complete overhaul.

One of the most important basics in sales techniques, is to know and understand the personality of your contact person People have different mentality, biases and communication styles Your approach has to be recognizable and then you have to communicate with the person with the suitable and customized way and language

Conocer los pros y los contras es fundamental para un asesoramiento idóneo, de cómo utilizar cada producto o servicio. También para omitir un futuro error que pueda ocasionar disconformidad en el cliente.

To seal this deal in a way that compliments all the strides you have taken to make your client feel heard and valued, continue doing so by offering them reassurances like trial periods, or 1 month free of charge, or money-back guarantee. Help your customer make the best decision for themselves, and help them make the decision to complete the purchase with less risk. When they see that you are not looking to just trap them in a long-term contract without an out, and you are providing them with an opportunity to see and test for themselves how your product / service will be a gamechanger for them. They most likely will gladly take your deal.

One of the assurance elements, is to mention references and referrals which your customer already familiar with Like companies from same industry who are dealing with you Or people you know that they are referrals for your customer This will be more powerful assurance key more than a free demo or guarantee

Uno de los elementos de garantía es mencionar las referencias y referencias con las que su cliente ya está familiarizado Al igual que las empresas de la misma industria que están tratando con usted O personas que sabes que son referencias para tu cliente Esta será una clave de garantía más poderosa que una demostración o garantía gratuita

Es muy importante esclarecer cómo funcionan las garantías, eso nos dará un cliente satisfecho si llegase a necesitarla. La información clara y precisa para el buen uso fe la misma es fundamental.

When I used to work at Disney, we would put it this way: treat your customers as VIP, Very Individual People. Everyone has different needs and styles, learning to adapt, getting to know your audience and anticipating their needs will help you in the long run!

I would sign that every customer is different. There is many aoproaches to Cluster clients for example the DISG- model, showing 4 personality types. My key learning is though, listen listen and listen to your Customer Even more. Be interested in what he is saying by asking questions and the customer will guide you through this sales process at least for 80% of the way.

Analisar o perfil é fundamental em vendas, você precisa conhecer o seu produto muito bem mas também aprender a decifrar seus clientes, se tornar maleável a cada cliente, somos todos diferentes e como é bom achar alguém que te entenda e se adapte a você.

Cuando trabajaba en Redes, solíamos decirlo de esta manera: trata a tus clientes como VIP, es decir, como Personas Muy Individuales. Todos tienen necesidades y estilos diferentes. Aprender a adaptarte, conocer a tu audiencia y anticiparte a sus necesidades te ayudará a largo plazo.

This is a common practice "sales safe strategy" which does not gives a desirable bottom line. Relying solely on logical reasoning in sales can lead to pitfalls such as overlooking emotional cues, failing to build rapport, and missing out on understanding the customer's perspective. To navigate these pitfalls, it is essential to incorporate emotional intelligence, active listening, and empathy into the sales process. By understanding and addressing the emotional needs of customers, building strong relationships, and adapting communication styles, sales professionals can enhance their effectiveness and connect with customers on a deeper level, leading to more successful outcomes.