Selling is about positive and negative emotions

How many times have you been sold to and been impressed with the product but not with the way the sales person "engaged" with you? Quite often in my experience

At Accredit we assess sales people from large and small businesses. They are always eager to sell their solution and believe that if they understand our needs or business problems then they can match their proposition to those needs and therefore make the sale. True, up to a point

How about the emotional side of selling though? What if the sales person does not pick up on your body language if you are not sure, what if they do not listen when you say "I can see what you mean but it's not for us". What if they really understood that buying is about emotions - the emotions of wanting to do something because it brings you some personal benefit (such as helping you to achieve your personal objective of reducing your budget spend on a service by x% or helping you to look good with your boss because it solves a long running problem your company has had)

Next time you sell listen out for the emotional signs, look for the body language and verbal signals. If your customer likes what you have to offer find out what is particularly driving that emotion. Equally if they do not like your offer, ensure you get underneath why by asking some simple, open questions and really understand what is driving their dislike or fear.

Selling should not be complex. It should be a process of finding out what somebody wants, matching your product or service with that want and showing some value in return. We are human beings, we are driven constantly by our emotions. Tap into those emotions and you will be more successful in driving more sales