What do a Shark, a Car and Your Sales have in common?
3 people die a year, on average from shark attacks. 3000 people die a day, on average from motor car accidents.
Yet, being eaten by a shark is one of human’s greatest fears. Most people are petrified to swim in the sea in fear of being attacked by a shark. Yet, they are quite at ease driving their entire family to the beach by car!
So what has this to do with sales?
More than you think. Here’s why!
A very small percentage of humans decisions are based on logic. Most decisions, including purchasing decisions of your products and services are based on emotions!
Most businesses craft sales presentations, sales training, sales copy and advertising based on logic. They focus on features and benefits, price points, concepts etc but they miss the greatest sales hook of all – emotion! Here are 4 influential factors that customers use to determine whether or not they will purchase your product or service: 1. Source of Information These 4 factors start the process of becoming emotionally connected with your customer. Your carefully crafted message then completes the emotional hook! If you get this right, you become a master salesperson and your sales ramp up exponentially. Take Coca Cola. Do they sell a nice, fizzy drink or do they sell a lifestyle that emotionally appeals to everyone? Open Happiness is their tagline, not our drink is so tasty, you must buy it! I hope you found that useful. All the best, as always
2. Are you Credible
3. Are you Trustworthy?
4. Your Level of Attractiveness
5. THEN…if you pass ALL of the above, only then do your customers decide whether to take a look at your product or service!
Luke
