The Number One Element of a Sale is Emotion

Motivational Power Quote

The Number One Element of a Sale is Emotion

“When dealing with people remember you are not dealing

with creatures of logic, but with creates of emotion.”

Dale Carnegie, author and self-help expert

As I see it. . . . . . . .

The number one element of a sale is emotion

The overwhelming number one element in the purchasing process is the customer’s emotions.

The customer’s emotions will build into a ground swell. They will make the decision to purchase based on their emotions and later justify their decision with logic. 

The customer who decides not to purchase uses their negative emotions to justify their decision in not purchasing.

To successfully conclude a transaction you have to connect with the customer and appeal to their positive emotions to create the value and benefits in the product or services being purchased.

Where you fail to create positive emotions with the customer there will be no successful business or lasting professional relationship. Without the customers having an emotional attachment to the purchase they create a wall of resistances and not to go forward.

You will create more successful transactions by connecting the customer and creating positive emotions in the transaction.  At times there is a fear by the sales professional that by engaging the customer and creating positive emotions they will see you as being pushy. Customers want your help and assistance in the transaction and when you create positive emotions in the customer mind it helps them in their decision making to move forward.

More business is lost by not connecting and engaging the customer. If you’re not helping the customer to make the decision to purchase they will find someone that will.

The emotional element of a sale is the thin slice that creates the foundation of a successful transaction or creates a disconnection with the customer and the lost of a business opportunity, the lost of a sale or both.

©2013 Lou Ludwig, Sales and Management Consultant Success Coach, Speaker, Trainer and Author