We can turn it around and turn as we want: All purchasing decisions are based on it: emotion, emotion, emotion. Successful selling is always emotional selling. It is only the emotions that give a product, a service, a lecture or a sales presentation that certain something.
As it is my Dear colleague Lars Schäfer so aptly to the point: "According to the lexicon, emotions are excitements or emotions. They are short but sometimes intense impulses that our brain receives when we perceive a situation or person. We humans are initially powerless against what happens next: we subconsciously look for experiences that we have had in similar situations or with similar people and are served an emotion. Immediately someone is sympathetic or unsympathetic to us, we may feel pity or joy, fear or enthusiasm. The more often this particular emotion is triggered in us by one and the same person or situation, the greater the chance that a deep, long-lasting feeling such as trust will emerge from it. If these impulses come often enough, at some point they will become a deep feeling."
For collaboration with your customer, this means that the more often you trigger these positive emotions in him, the more likely he will think of you when placing an order, the more often he will visit your business premises, for example, because he feels comfortable there and trusts you. And what else do we need to express our emotions to our customer? Yes, the power of the voice rules here too. (Almost) only with it can we express our feelings, to make these important emotions audible, tangible and thus effective. Emotional selling and voice are inextricably linked. Our very own, secret seducer voice provides the emotion that can trigger the final impulse to buy in the customer's mind. Are you already consciously using this fact to consistently pursue your (sales) goals?
Lars Schäfer has by the way, I have written a very clever book on this topic. "Emotional Selling – What Your Customers Really Want" is not a current new release, but it is always an extremely readable long-seller for all those who want to explore the power of emotions between buyer and seller.
Don't hesitate! Emotionalize your customers with your content statements and seduce them with your voice! And then you just take your time to observe your sales figures ...
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Arno Fischbacher
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Arno Fischbacher is a business voice coach and rhetoric expert, speaker and author. He prepares executives and employees of the top companies in Germany and Austria for negotiations, presentations and media appearances. Fischbacher is the author of several books, past president of the German Speakers Association (GSA) Austria, chairman of the European Network of Voice Experts, stimme.at.
If you would like to learn more about specific training opportunities with Arno Fischbacher, make an appointment here free information talk.
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