The Power of Emotions in Sales!
Michael Mints
![Michael Mints]()
Michael Mints
??V.P. of Sales and Marketing at Red Door Homes of Florida ??LinkedIn Top 250 Influencer 2023 & 2024 ??LinkedIn Rising Star Award 2023 & 2024
In the dynamic world of sales, it's often believed that information is king - but NOT TRUE!! What truly reigns supreme is the realm of emotions. As renowned sales expert Zig Ziglar once said,
*** "Selling is essentially a transference of feelings." ***
This sentiment should resonate deeply with us, especially when we understand that the core of people's buying decisions lie not in the data, but in the stirring of their EMOTIONS.
Geoffrey James, the Contributing Editor at Inc. Magazine, highlights this truth by asserting that buying decisions stem from shifts in people's emotional state, emphasizing that it's the EMOTION itself that holds the key, not the information you present.
Emotions such as Greed, Fear, Altruism, Envy, Pride, and Shame all play a PIVOTAL role in the decision-making process, guiding your customers towards a purchase that aligns with their feelings.
Successful sales professionals understand that it's not just about showcasing the features and benefits; they also tap into the EMOTIONAL triggers; by weaving emotions into the fabric of the buyer's journey, you pave a path to the purchase naturally.
People make buying decisions based on how your product or service makes them FEEL. You use the logic later in the process as a reinforcement for the emotional choices that have already resonated with them.
To truly excel in sales, it's imperative that you create a genuine emotional bond with your customer. STOP focusing just on the facts, yes, they're important, but only after the relationship is rooted in shared emotional sentiments.
Avoid the common pitfall of rushing to discuss the price before you've established an EMOTIONAL connection, because more often than not it leads to missed opportunities rather than closed deals.
Understanding your customer's unique narrative and empathizing with their EMOTIONS ties you to their buying challenges. Trust me when I tell you that this approach will transform how you sell.
Only by delving deep into their STORY can you demonstrate that you not only comprehend the emotion behind their needs, but you also possess the abilities to address them effectively.
While the mechanics of the sales process are ESSENTIAL, it is the emotional resonance your customers experience when interacting with you that elevates the sales journey to a realm of significance.
*** Remember, it's not just about what you sell or how you sell it; it's about how your customers FEEL when they engage with you that truly matters! ***
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1 周Hi Michael Mints The emphasis on emotions in sales is so refreshing! It's true that connecting with customers on an emotional level can transform the sales experience. Building genuine relationships and understanding their stories not only fosters trust but also drives better outcomes. ?? ??
Stager, transforming Realtors' listings from lived-in or empty to highly marketable homes buyers LOVE ?Home Staging expert adding value by maximizing homes’ showing power ?Unique 9-step occupied home process to WOW!
2 周Last summer I wrote my newsletter to real estate agents about this exact topic! Including a link if you, Michael Mints, or your followers are interested in an application of this concept to real estate transactions! https://shoutout.wix.com/so/4bP466A1Z?languageTag=en
Stager, transforming Realtors' listings from lived-in or empty to highly marketable homes buyers LOVE ?Home Staging expert adding value by maximizing homes’ showing power ?Unique 9-step occupied home process to WOW!
2 周I love the visual with this, the "weaving emotions into the fabric of the buyers' journey".... As a home stager, I know the importance of buyers making that emotional connection and how it's KEY to them falling in love with the house and buying.
Transformation Coach & Mentor to high performing Women 50 plus | Gain a life & career with purpose & passion that money can't buy.Achieve pivotal insights by changing the 'inner game'.Podcast:Aging with Purpose & Passion
2 周Excellent information Michael Mints Thank you. Emotions are weaved into the everything we do - it's the 'why' - one of the reasons for a good brand story.
Sell Smarter. Win More. Stress Less. | Sandler & ICF Certified Coach | Investor | Advisor | USA National Bestseller | Top 50 Author (India)
2 周Well said! Facts inform, but emotions drive decisions. Building genuine connections is the key to lasting customer relationships.?