SELLING WITH

EMOTIONS

Learning Objectives
Understanding emotions and its role in selling

Empathy as an motional competences for selling

Better than selling principles
Leading sales with Cialdinis principles of
influence

Application
Impartation
Information

Why are
emotions
vital to
selling?

People
are
EMOTIONAL
Beings!

Ten Commandments

The code

PASSION AND REASON

Edicts of Emperor Ashoka

All emotions are impulses to act

The root word: emotion mowere latin
verb to move, prefix e connotes move
away

Emotional
Emotional intelligence Intelligence
Is the ability
to recognize,
understand
and manage
emotions in
both ourselves
and others

Learning Points from Video

You cannot give what you

dont have
VIDEO
People will buy much more
when they buy you
You have to be passionate
about what you are selling.

The greatest customer you will ever sell

to is:

To love what you do, and feel that

it matters how could anything be
more fun Katherine Graham

You cannot be a powerful Sales person if

you are not motivated yourself
People are far more persuaded by the depth
of your beliefs and emotion than logic or
knowledge when selling

The greatest customer you

will ever win is

Video

Emotions are contagious In the same way,

positive expectation, enthusiasm, can transfer
to potential customers LAW OF ATTRACTION:
you attract what you are.

ENTHUS I A S M
I

am

Sold

Myself

Greatest Customer you will ever

win is you! Take responsibility for
how you are perceived.

Activity Think out of the Box

Secrets of selling with emotions

 Every behaviour has consequences

Future behaviour depends on the
consequences of the past and present
Rewarding consequences will
engender repeated behaviour

Sell, products or services, that

creates rewarding consequences

Better than selling

Principle

Case Study

The most important job of an employee and

sales people is to PRIMARILY CREATE
CUSTOMERS and KEEP THEM. Selling creates a
sale and earn you short term Naira, creating
customers earn you both short and long term
Naira
Helping people BUY is the competitive
advantage of all sales technocrats

There is a big difference between selling

and helping people buy

People love to buy, they feel good buying

but hate to be sold
we take all the credit for the purchase we are proudest
but are quick to blame the seller when we feel shortchanged. Its human nature!

Better than selling Principle is the focus

on what customers want and need,(not
what you want to sell) help them to buy
whats best for them, and make them feel
good about it.

Emotionally!

Dont sell when your emotions

are not involved! - PJ

KEYS TO KNOWING YOU

CUSTOMERS EMOTIONALLY
Find out what makes them elated, enthusiastic,
or glad. Use what you have discovered as a
platform or icebreaker before any sales pitch
Learn the things that they are emotional about
e.g. birthdays, wedding anniversary
Find out about their business and how you can
help for free.

The only two things

you must sell

 Dont sell me cloths, sell me a sharp

appearance, style, and attractiveness
Dont sell me insurance, sell me peace of
mind and a great future for my family and me
Dont sell me an ticket, sell me a fast safe,
on-time arrival at my destination feeling like
a million dollar

Dont sell me food, sell me great taste, and

safety from food poisoning

Good feeling
Solution to problems

Class Activity

Learning Points from activity

In the overwhelming majority of cases we dont
buy what we need, we buy what we want, and
what we want are based on our feelings
we buy emotionally, and then justify with logic
customers buy feelings
We buy solutions to pain, which makes us feel
better

Video - DHL

GLAD, SAD, MAD, SCARED

Keys to help you sell emotionally

Put yourself in the glad mode - Be the
carrier of good emotions not the catcher
When selling never tell customers your
problems problems may create sad
emotions in your customers, and sad people
buy only at funeral homes

Keys to help you sell emotionally

Remember that customers buy for their
reasons, not ours.
few customers will admit or even be aware that
they are responding to emotional and unconscious
reasons for buying. Your basic job is to size up, and
respond to each customers need or want in a way
that makes them feel glad

Keys to help you sell emotionally

Be the companys Positive image when
selling Images communicate with
emotions.

Use logic and emotions When selling

emotions keep gets them buying, logic gets
them sold and coming back
poor logic skill cause post-decision remorse
product knowledge is requisite to logic

Selling
Emotionally
with Cialdinis
Six Principles of
Persuasion!

Robert Cialdini
he spent three years going "undercover"
applying for jobs and training at used car
dealerships, fund-raising organizations,
and telemarketing firms to observe real-life
situations of persuasion and experiments in
social psychology.

When selling, persuasion isn't

converting customers or potential
customers to your way of thinking.
It is converting them to your way
of feeling and believing Michael
Leboeuf PhD

S- SCARCITY
C- COMMITMENT/ CONSISTENCY

R- RECIPROCITY
A- AUTHORITY
L- LIKING
S- SOCIAL PROOF

Cialdinis Six Principles of Persuasion

Scarcity once your buyers feel the solution to
their problem is scarce demand will rise
Commitment/consistency- People are likely to
honor commitment to buy when they put it in
writing
Reciprocity- you always feel indebted to return a
favor.

Cialdinis Six Principles of Persuasion

Authority People feel safe and are easily
persuaded by anyone who demonstrates
personal mastery in product, services, or
industry
Liking We easily persuaded by those we like
Social Proof people feel safe doing what they
see others doing

Thank you