clipped from www.businessknowhow.com

When I speak at conventions and for organizations on how to boost sales, I often find that customer contact employees lose potential business because of one major factor. They spend too much time trying to sell and not enough time stimulating the customer’s natural urge to buy. Customers hate to be sold to but they love to buy. Like the salesperson in the Delhi carpet factory, you can spark a buying frenzy when you use the right approach.

Emotions are the key. You must stimulate an emotional need for your products or services. Even a customer who’s buying a cheap car is making an emotional decision. Though the low cost makes it seem like they’re making a logical decision, in fact, it’s an emotional one. Perhaps they’re buying it so they can have money left over to go to school. In this case, their passion for further education makes this purchase an emotional decision. Buying this inexpensive car helps them pursue that passion.