When salespeople fail to uncover their customer’s specific core emotional motivators they often resort to using a shotgun approach. They rattle off a host of features and benefits, hoping one will stick. This approach hardly ever works, especially in the age of information overload.
Since the advent of social media, how we promote our products and services has changed dramatically. We’re in a world of “I’ll have what you’re having. If you like it, and I like you, it must be good for me."
Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
Every time I work with a new sales organization, I find a few salespeople that are, well, too “sales-y”! What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid psychological sales principles. Nothing is
In The 3 Secrets to Connecting and Building Rapport, Shari discusses the importance of building relationships based on values, not vocation, not confusing rapport building with a discovery, and other powerful concepts that will help you close more sales in any endeavor.