What do you tell people about owning your product? Do you tell them that it’s fun, thrilling or maybe adventurous? Do you share with them how good they’ll feel when they use it? Most of us that have learned about the benefits of emotional selling or, as Levitin Group and ePercipio call it, “getting to Third Level.”
But here’s a tougher question for you: do your guests have an entertaining experience during the buying process? Too many salespeople tell their guests how much fun they’ll have owning a product, yet their sales presentations are dull, drab and repetitive. To be effective, your sales process must match the customer’s end use experience.
Today, entertainment is key to holding our guests’ attention, creating emotion and compelling them to take action. So how do we accomplish this? Start by taking a fresh look at your sales presentation and look at what you’re wearing, what food you’re serving, what music is playing and how much both you and your guests are laughing.
But don’t take my word for it; walk into an Apple store or read the article below on how one company is making the buying process of eyewear an engaging event:
Eyewear, With a Bit of Disney and a Touch of Apple (New York Times)
Go beyond telling your guests how great it’s going to be. Let them experience it from the moment they walk onto your property. When they feel it, they’ll take action. When you explain it, they’ll give it some serious thought.