In many situations, people make purchasing decisions based on their emotions, not necessarily logic. That’s why emotional selling is so important. It allows you to focus on your prospects’ motivations and feelings, rather than just explaining the features and benefits of your promo solution.
A post on the Pipedrive blog says knowing how to leverage people’s emotions is like a superpower in sales. With this skill, you can build stronger, more personal connections with people. How can you improve your emotional intelligence? You can start by becoming more aware of how your prospects feel at different stages of their buying journey.
In this issue of PromoPro Daily, we highlight the Pipedrive post that shares some of the buyer emotions to pay attention to.
- Happiness. It’s human nature to be more open to new ideas and opportunities when you’re feeling happy. The post points out that happy people also tend to spend more than unhappy people. You can amplify feelings of happiness by sharing promo success stories and highlighting positive outcomes.
- Fear. Fear is another strong motivator in sales. When you address potential risks and pitch your product as a solution, the Pipedrive post says you can often alleviate buyers’ concerns and increase their likelihood of conversion.
- Excitement. Promo is exciting and can help your prospects achieve their goals or resolve their pain points. Tap into this emotion by showcasing how your promo solution can improve their company and bottom line. You can create a sense of anticipation and eagerness to buy by creating a narrative where your target audience achieves their desired outcome.
- Doubt. Be sure to address any doubts head on. This can build trust, the Pipedrive post says. Provide clear, honest information along with client testimonials or case studies to ease prospects’ concerns. The post says this kind of transparency can help convert skeptics into believers and open the door to long-term relationships.
- Frustration. If your prospects feel frustrated, show how working with you can simplify or improve their experience. Offering solutions to common frustrations can be very persuasive, the post says.
- Trust. Once prospects trust you, there’s a strong chance they’ll become a long-term client. To build trust right out of the gate, provide consistent, honest communication and do what you say you’ll do.
Understanding your prospects’ emotions and tapping into those feelings can make them feel valued and understood. When you can better connect and empathize with them, you can begin to turn casual conversations into lasting business relationships.
Compiled by Audrey Sellers
Source: The Pipedrive blog. Pipedrive is a sales pipeline CRM designed to help small businesses manage leads, track sales activities and close more deals.
