When it comes to sales, triggering the emotions of your clients can be an effective method. Indeed, humans are more emotional than they are logical, and so by focusing on their feelings and understanding their needs and requirements, you can build rapport and secure an all-important sale. Below, we’ve put together a step-by-step guide.
Get into your prospect’s mindset
The chances are that your potential clients are busy. Therefore, it’s important that you get into their mindsets before you try to convert them into customers. Find out what they do, what they like and establish their pain points early on. Doing so will help you determine whether they’re looking for a short-term fix for their business challenges or a long-term solution that will, in turn, allow you to forge a business relationship. The more you know, the better you can tailor your product or service and deliver a solution that’s just too good to refuse.
Think about their status
Positive messaging is important, and the more value you can attribute to your product or service, the more you will be able to connect with potential customers on a personal level.
When working in executive sales or speaking to those high up in a company, it’s important to focus on the benefits of your product or service, and remember to bring it back to the all-important monetary or statistical gain. If your service can help reduce the amount of time it takes for a client to receive invoices from customers, for example, walk them through the process and give them a reason to invest in your story. Emotion is a powerful selling tool.
Pinpoint the vision of your prospect
Selling isn’t just about getting your client to sign on the dotted line – it’s about building a relationship and ensuring that you can rely on their guaranteed business in future. Every one of your prospects will be on a journey, whether as individuals or as a company, so try to understand their goals and aspirations so that you can tailor your services accordingly. Figuring out what they aim to do and getting an understanding of their industry will allow you to customise your sales messages. Remember to keep conversations on file so that you can go back to the client in the future with opportunities and up-sales.
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