B2B Is Really P2P

Emotion Sells Where Logic Fails

Ask yourself who really makes the decision to buy the product or service you are selling?

B2B is really P2PIs it the (B) business or is it a (P) person? Sometimes they are referred to as a (C) consumer. You know, in the B2B or B2C business model. People sell to people. Even if the people work in a business. So, it is a good idea to train up yourself with people skills if you plan on selling your stuff or your ideas.

I was inspired today when I read an article:

“You’ll laugh. You’ll cry. You’ll buy stuff.: 5 Strategies for ’emotion-based marketing'”

by Judy Dunn of Cat’s Eye Marketing.

Read her article and take note of her 5 Strategies because I think they are right on target.

In our sales training, we talk about the multitude of emotional cravings that we all have. And, we talk about how to discover what they are and how to express empathy and respond to the emotional needs of your prospective customer. Judy mentions how important using analogies and telling appropriate stories is. She even writes about playing on the emotion of fear, although I cannot visualize Judy using this tactic. She’s such a nice person.

But, if it is in the best interest of your potential client to own your product or benefit from your service; understanding the proper way to illustrate a story with a lesson based on fear is ultimately good for your customer, and will help them make a positive and beneficial decision with your help and assistance.

If your product or service is very similar to your competitors, selling with emotion is even more important, because the reasons to choose you are magnified as the compelling reasons of choice. Don’t believe the well known statement often made “It’s not personal, it’s just business.” That is an outright lie that is nothing more than an excuse. What they really mean when they say that is “Yes it’s business, but more-so, it’s personal”.

Oh how important the power of emotion is. Understanding it is an absolute must to be an effective sales person. It is singularly one of the most common and the most abused sales technique in your tool-kit.

A very common abuse is a retail clothing sales person telling you that “it looks great on you” with insincerity. They are playing on your emotion and desire to look good, but their statement is really not objective.

Another abuse is “you can afford it with our easy payment plan” without performing any due diligence to learn if you really can afford the proposed investment. They may be boosting your confidence that you can afford something that later on becomes an unsustainable burden. That’s no way to win friends and influence people for long-term relationships.

So, don’t forget that it is people who make decisions, and those decisions are based upon emotional feelings that you need to back-up with logical reasons so they can justify the purchase to their spouse, boss, or even themselves. Businesses do not make decisions. It really should be P2P not B2B or B2C.

Read more about where math logic fails to sell from a post a couple months back.

——————————————————

Howard Howell writes about the art of selling. When not writing, he is teaching or coaching how to increase your selling effectiveness with the New Media Reality.

By Howard Howell

Howard is an Internet Sales Consultant. He speaks professionally about Web Marketing and Sensible Selling from an experienced entrepreneur’s viewpoint. He also provides individual coaching, group training, and web marketing consulting services. Contact him now.

2,059 comments

  2. Hmm it seems like your site ate my first comment (it was extremely long) so I guess I’ll just sum it up what I wrote and
    say, I’m thoroughly enjoying your blog. I too am an aspiring
    blog blogger but I’m still new to everything.
    Do you have any suggestions for beginner blog writers? I’d certainly appreciate it.

  3. ث روشنایی محیط و اینکه به چه شکل روشنایی را هوشمند کنید ، بحث کنترل گرمایش و سرمایش ، بحث
    سیستم های ورودی-خروجی یا همان اکسس کنترل ها ، بحث دزدگیر ، دوربین
    و اعلام حریق و… را بصورت هوشم

  4. Does your blog have a contact page? I’m having trouble locating it but,
    I’d like to shoot you an e-mail. I’ve got some recommendations for your blog you might be interested in hearing.
    Either way, great website and I look forward to seeing it develop over time.

  6. I’m impressed, I must say. Seldom do I encounter a blog that’s both educative and interesting,
    and let me tell you, you have hit the nail on the head.
    The problem is an issue that too few folks are speaking
    intelligently about. Now i’m very happy I found this in my hunt for something concerning this.

  10. Thank you for every other great article. The place else could anybody get that kind of information in such a perfect means of writing?
    I’ve a presentation next week, and I am on the search
    for such information.

  11. آموزان یاد می گیرید که چطور می توانید مدار های الکترونیکی را
    بصورت حرفه ای ایرد یابی و تعمیر کنید؛ مفاهیم
    پایه برق و الکترونیک را یاد می گیرید؛ شناخت قطعاتی که
    مدار های مختلف به کار گرفته می شوند مثل دیود ها، انواع ترانزیستور ، آی سی ها ؛ نحوه تست
    اصولی و درست قطعات بردهای الکترونیک؛
    نحوه خواندن

  12. Greetings, I believe your web site might be having browser compatibility issues.
    When I look at your website in Safari, it looks fine however
    when opening in IE, it has some overlapping issues.
    I just wanted to give you a quick heads up! Apart from that, great blog!

  21. Hello! I realize this is somewhat off-topic however I needed
    to ask. Does building a well-established website
    like yours require a large amount of work? I am completely new to blogging
    however I do write in my journal daily. I’d like to start a blog so I can share
    my own experience and thoughts online. Please let me know if you have any suggestions
    or tips for brand new aspiring bloggers. Thankyou!

  23. Howdy are using WordPress for your blog platform?

    I’m new to the blog world but I’m trying to
    get started and create my own. Do you need any coding expertise to make your own blog?
    Any help would be greatly appreciated!

  28. Great post. I was checking constantly this blog and I’m impressed!
    Very useful information specially the last part 🙂 I care for
    such info much. I was looking for this particular information for a very long time.
    Thank you and best of luck.

  30. It’s a shame you don’t have a donate button! I’d certainly donate to
    this excellent blog! I suppose for now i’ll
    settle for bookmarking and adding your RSS feed to my Google account.
    I look forward to brand new updates and will talk about this blog with my Facebook group.
    Talk soon!

  31. I’m not sure exactly why but this web site is loading incredibly
    slow for me. Is anyone else having this issue or is it a problem on my end?
    I’ll check back later on and see if the problem still exists.

  32. Fantastic blog you have here but I was curious about if you
    knew of any message boards that cover the same topics discussed in this article?
    I’d really love to be a part of group where I can get responses from other experienced individuals that share the same interest.

    If you have any recommendations, please let me know.

    Thank you!

  35. Do you mind if I quote a couple of your posts as long as I provide credit and sources back to
    your weblog? My website is in the exact same
    area of interest as yours and my users would certainly benefit from a lot of the information you provide here.
    Please let me know if this ok with you. Cheers!

  37. Hello! I could have sworn I’ve been to this website before but after browsing through some of the post I realized it’s new to me.
    Anyways, I’m definitely happy I found it and I’ll be book-marking and checking back often!

  41. Heya i’m for the first time here. I came across this board and I find It really useful & it helped
    me out a lot. I hope to give something back and help others
    like you helped me.

  45. ال جی ، آموزش تعمیر ماشین لباسشویی بکو
    ، تعمیر ماشین لباسشویی آبسال
    ، تعمیر لباسشویی اسنوا و… تمرکز دارد.

    این دوره از پایه تا پیشرفته
    مباحث تعمیرات لباسشویی را در برمی گیرد و هم برای افرادی که پیش زمینه ای در
    این حرفه نیز ندارند کاربردی است و هم برای افرادی که می خواهند دانش خود را
    در زمینه مهارتهای پیشرفته تر تعمیر
    ماشین لباسشویی ارتقاء دهند.

  46. Hello, i read your blog from time to time and i own a similar one and
    i was just curious if you get a lot of spam remarks?
    If so how do you protect against it, any plugin or anything you can suggest?

    I get so much lately it’s driving me crazy so any help is very much appreciated.

  47. We wish to thank you once again for the gorgeous ideas you gave Jesse when preparing her post-graduate research as well as, most importantly,
    for providing every one of the ideas in a single blog post.
    Provided we had been aware of your web-site a year ago, i’d have been rescued from the useless
    measures we were implementing. Thanks to you. toys for adults

  48. For most up-to-date news you have to pay a visit world wide web and on internet I found this web page
    as a best website for hottest updates.

  50. I used to be suggested this website by my cousin. I’m no longer positive
    whether or not this publish is written by him as nobody else
    realize such designated approximately my problem.
    You’re incredible! Thanks!

Leave a comment

Your email address will not be published. Required fields are marked *