Turning prospects

into customers

means leading

with your soul

. . . not your mouth.

Not a whole lot happening with accounts receivable, eh? Welcome to the cusp of The Great Obama Depression. As many business owners keep stumbling along, muttering to themselves that they’ll vote for the Aflac Duck if he can beat Obama (and, hey, who knows?), many others have given up wallowing in self-pity, in favor of enlightenment.

What exactly does this mean? There’s a new found awareness that prospects are not whipping out their wallets just because you tell them how great you are or how great they are, or just because you map out all the logical, rational features of your products and services.

People have not stopped buying with their emotions just because incompetent government, union thugs, and big corporations are heartless and have no clue about how to create real jobs, and really restore our economy.  

Every purchase

–including those that 

seem most rational–

is emotionally triggered.

It’s human nature to want to be sold, to want to have someone show you how what you want is what you need. But you can’t accomplish this with the words you say anywhere near as effectively as you can with the actiojns you take. As a writer, I hate to admit that, but words can only lead someone to your door. Actions make the sale.

What kinds of actions? Authentic ones. Sincere ones. Actions grounded in genuineness vs. sound bites and photo ops and slaps on the back. It’s called “leading with your soul” which means that when you effectively put yourself in your prospect’s shoes and see things from the prospect’s perspective, you are practicing empathy. Empathy sells.

Makes sense, doesn’t it?  When you buy something from a sales representative, odds are overwhelmingly in favor of you actually buying into the rep’s attitude. And, in fact, the more you keep hearing kiss-up statements, the less interested you become in purchasing, at least from that platitude attitude. Instead, you go down the street!

Who needs a salesperson filled with pandering, patronizing remarks and preoccupied with ticking off product or service features? You want someone to show you passion and conviction and authenticity.

You need only to have

an emotional buying motive

trigger pulled to justify your

wallet on the counter or

your pen on the dotted line.

So surely you don’t think you’re any different because you own or run a business? That’s exactly the point. You ARE no different. Everyone is unique, yet we are also all predictable when it comes to what happens psychologically when we make a purchase. Our egos get pumped up. Even a can of beans is an emotional purchase.

Emotional buying motives are ignited by exceptional and sincere service and by positive (and contagious) attitudes. So, how do you think you come across to prospects? When did you last ask one? Is your ego keeping you from learning more about yourself and what it takes to be enlightened and exuberant?

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Hal@Businessworks.US    302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone!