Meet The Prospects Emotional Needs And Close The Sale

While the logical details of a sale are obviously important, all things being equal, your buyers will make decisions based on how they feel about you and your product. In fact, research shows that when decisions are reduced to pure logic, it becomes nearly impossible for people to choose between multiple options.

Clearly, feelings are powerful. But how do you appropriately leverage them in a sales process?

The emotions below are ones that can have a powerful influence on purchasing decisions. Read on to discover why each matters, and how you can tap into it in your next sale.

1. NUMBER ONE: FEAR

We’re going to start with fear—fear of the unknown, most importantly. This one, you can address simply by making them feel comfortable. Show your prospect case studies of customers just like themselves, testimonials of people who’ve had success with you and/or your product. It’s that sense of comfort that gives them the confidence that you can do the same, despite any initial hesitation they may have.

2. NUMBER TWO: FRUSTRATION

Now, we’ll move on to frustration. So, when something is crucial to a prospect’s success, and when it’s broken, they fail to reach their goal. Take the time to listen to them. Let the prospect say what isn’t working. They’re going to tell you what their pain point is, and this will work to your benefit in two ways. Most importantly, it lets them know that you are listening, while, at the same time, allowing you and your product to present itself as a viable solution to their particular situation.

3. NUMBER THREE: DESIRE

We’ll wrap it up with desire. So, every business really needs an advantage in the marketplace to survive and really grow. And successful companies have a competitive drive to be the best. So, focus on and highlight how your product can help a prospect achieve that level of success that they desire. So, if you can convey the value in what your product or yourself can do to get them where they want to be, most importantly, it’s going to cement that emotional connection you have and allow them to give you a shot to prove it.

4. THE TAKEAWAY

So, just to kind of wrap this up, those are my top three emotions your prospects will be feeling and a few tips to help you overcome them. It’s important to realize the vast majority of prospects buy based on emotion, not logic. They buy because it feels right. Logic is just simply used to justify that decision. The better you can connect with your prospects, the more success you’ll have.