Emotion Sells – Logic doesn’t. Sounds logical doesn’t it? LOL!
In today’s world, we are inundated with others telling us about the latest this or the whizziest that. New features, new look, all at a great price!
Does this ever get us excited enough to buy?
Generally NO. The only time we make the decision to buy is if we feel it would enhance our lives in some way.
This process can be proved when you recognise that no-one has given up smoking based on the logical argument that smoking can be seriously harmful to your health. The only time people give up smoking is when they make the decision that they want to.
This decision is usually based on emotional grounds and not on logic.
Take the time to read the following story. An insurance salesman who was passionate about his product and the benefits it would bring his clients would summarise his presentation by basically applying for the job of looking after the family he was calling on.
He would say, “in order to summarise what I have been saying in my presentation so far, I would like to condense it into a simple job application. You see John, I’d like to work for you and Mary and the kids, for five dollars and twenty six cents a week, and I will work for you as long as you want me and I will never ask for a salary raise, even though you may consider me worthy of it.
Here is the work I will do. John, if you should die, I will make sure that the mortgage is completely paid, that your two children will continue to go to private school, and that Christmas will arrive in the usual fashion with the usual gifts.
Now I won’t be able to go fishing with the children, but I can make sure that when they go fishing, they go with thoughts of a loving and devoted father. Now John, once your children have grown up and your mortgage is completely paid for, and you don’t need me any longer you can sack me and here’s what I will say to you.
John & Mary, it’s been wonderful working for you for the last 34 years and to show you my appreciation I have actually been saving up my salary over that time, so I would like to present it back to you with some interest.
At the end of this presentation, there was no way for logic to enter the decision making process. The decision was made on the purest emotion known to man – love.
Have a terrific week and love your customers.