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. Quality articles or reviews is the secret to attract
    the users to pay a quick visit the web site, that’s what this website is providing.

  3. My spouse and I stumbled over here from a different page and thought I
    might check things out. I like what I see so now i am following you.
    Look forward to finding out about your web page again.

  4. Useful info. Fortunate me I discovered your site accidentally,
    and I am shocked why this coincidence didn’t happened in advance!

    I bookmarked it.

  5. Air conditioning solutions include a vast range of offerings, consisting of repair work services, installment of brand-new systems, and regular maintenance. Repair services involve detecting and repairing issues with the air conditioner device, while installment services concentrate on setting up brand-new systems. Upkeep and tune-ups aim to improve the durability and efficiency of existing devices. Recognizing signs of malfunction is vital for timely repair work. Lack of cool air, irregular follower movement, or uncommon sounds from the system are indications that the system needs focus. Ignoring these indications can result in more extensive and costly repair services.
    air conditioning service and repair near me

  6. What i do not understood is in truth how you are not really much more smartly-liked than you may
    be right now. You’re very intelligent. You realize therefore significantly in relation to this subject, made me in my view believe it from a lot of
    numerous angles. Its like women and men don’t seem to be involved until
    it is something to do with Lady gaga! Your personal stuffs outstanding.
    Always take care of it up!

  7. Awesome things here. I’m very happy to peer your article.

    Thanks so much and I’m having a look forward to touch you.
    Will you please drop me a mail?

  8. I always used to read article in news papers but now
    as I am a user of web thus from now I am using net for content, thanks to web.

  9. I all the time used to read paragraph in news papers but now as I am a user of internet therefore
    from now I am using net for content, thanks to web.

  10. hello!,I like your writing very a lot! share we communicate extra
    approximately your article on AOL? I require an expert on this house to unravel my problem.
    Maybe that’s you! Having a look ahead to see you.

  13. Having read this I thought it was very informative.

    I appreciate you taking the time and effort to put this short
    article together. I once again find myself spending
    way too much time both reading and commenting. But so
    what, it was still worth it!

  14. Every weekend i used to pay a quick visit this web page, as i wish
    for enjoyment, as this this web page conations genuinely fastidious funny material too.

  18. Thanks a bunch for sharing this with all people you really recognise what you are speaking approximately!
    Bookmarked. Kindly additionally seek advice from my web site =).
    We may have a link exchange agreement among us

  19. Great beat ! I wish to apprentice whilst you amend your
    site, how can i subscribe for a blog web site? The account
    aided me a acceptable deal. I were tiny bit acquainted of this your broadcast offered vibrant clear
    idea

  20. Hey there! I’m at work browsing your blog from my
    new apple iphone! Just wanted to say I love reading your blog and look forward to all your posts!

    Carry on the fantastic work!

  23. As urban hiking has change into extra in style, the city of San Francisco has been working to revive and develop its roughly 30 miles (48.3 kilometers) of city trails.

  27. หากคุณกำลังต้องการเล่นบาคาร่าออนไลน์ ที่นี่ คือแหล่งข้อมูลที่ดีที่สุด
    เพราะเราได้รวบรวมสิ่งที่ต้องรู้ทั้งหมดไว้แล้ว ตั้งแต่เว็บบาคาร่าที่ดีที่สุด ไปจนถึงกฎการเล่น เทคนิค และอื่นๆ อีกมากมาย คุณสามารถเริ่มต้นได้ด้วยการสมัครสมาชิกและทดลองทักษะของตัวเองได้ฟรีๆ หรือข้ามไปเล่นเพื่อลุ้นรางวัลกับ คาสิโนบาคาร่าเงินจริงได้โดยตรง ลองเช็คคาสิโนบาคาร่าที่ติดอันดันของเรา แล้วเลือกเว็บที่ใช่ที่สุดสำหรับคุณได้เลย!

  28. Hi there! Someone in my Myspace group shared this website with us
    so I came to give it a look. I’m definitely loving the information. I’m
    book-marking and will be tweeting this to my followers!
    Superb blog and brilliant style and design.

  34. whoah this blog is fantastic i love reading your articles.
    Stay up the great work! You recognize, a lot of persons are searching round for
    this info, you can help them greatly.

  35. We are a group of volunteers and starting a new scheme in our community.
    Your site offered us with valuable info to work on. You’ve done an impressive job and our entire community will be thankful to you.

  36. Today, I went to the beachfront with my kids.

    I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She put the shell
    to her ear and screamed. There was a hermit crab inside and it pinched her ear.
    She never wants to go back! LoL I know this is completely off topic but I had to tell someone!

  37. Hey there terrific blog! Does running a blog similar to this take a great deal of work?
    I have virtually no understanding of coding but I had been hoping to start my
    own blog in the near future. Anyway, should you have any suggestions or tips for new
    blog owners please share. I know this is
    off topic but I simply had to ask. Cheers!

  39. RTP Live Slot
    BONAFIT88 BANDAR JUDI SLOT DEPOSIT DANA 10 RIBU 2023 TERPERCAYA
    BONAFIT88 Situs slot Gacor Maxwin Terbaru
    BONAFIT88 Link Alternatif slot Online Terpercaya
    BONAFIT88 Link Daftar Slot Gacor

  41. Howdy very cool web site!! Guy .. Excellent .. Superb ..
    I will bookmark your web site and take the feeds additionally?
    I am glad to seek out so many useful info right here within the publish, we need work out more techniques on this regard, thanks
    for sharing. . . . . .

  45. Click Here for Dozens of Additional Testimonials NewsFlash: Now
    we have just lately launched Version 4.0. BlackHat CodeBreaker
    now contains the following goodies:- The premise:
    Innovative CPA Gateway script. Click under to be taught extra.
    It gives you the higher hand as you introduce it to your readers and they will click
    on and subscribe way earlier than other sites have wind of
    what’s new and trending. Running a successful business
    has many challenges but conserving a grip on your funds doesn’t must be one among them.
    Our business and financial consulting helps our
    clients to reduce their bills, improve their financial controls,
    and streamline operations. Cheryl does not charge clients for temporary
    cellphone calls so that they feel snug in asking questions.

    Plus she wants shoppers to feel that they’re getting
    true value from her providers. What I imply by that is lets say you’re promoting
    canine collars then your site must be particularly related to dog
    collars and different merchandise that the serps feel are closely associated.

    Lastly, I’m going to point out you easy methods to drive traffic
    to your site. It is actually one of the best platform to buy web site traffic.

    It can be an advert community (like Adsterra),
    a social network, and even search visitors.

  46. And also the deal with fits to continue a walking if you do not have a pack. REI Co-op Travel Set Keep toiletries arranged by loading them in this light-but-durable bag, which features a strap for easy carrying or hanging inside your camping tent. The period as well as climate additionally make a world of distinction when it comes to what you’re packing.
    Whether you plan to use electrical energy or a barking campfire, see to it you have some means to cook your food at the campground. When choosing camping furniture, search for products that are weather-safe, quickly mobile and also rated for outdoor use. Bear in mind that a lot of these things are various from routine outdoor furnishings. It permits you to link to potable water sources and have running water in your recreational vehicle. This will be what you consume alcohol, prepare, as well as bathe with, so make sure you do not leave without yours.

    They do n`t shed and also, even when wet, these coverings have the ability to protect your heat as well as maintain you good as well as comfortable. Greater than simply clothing, you ‘re mosting likely to require a couple of items of various other survival gear to maintain you warm. Boyisen Okoolcamp’s foldable outdoor camping shovel features multiple features consisting of a pickaxe and even a nail puller to provide assistance with various types of survival. High-grade flashlights and reputable lights are essential to getting you with the winter, specifically in case of loss of power.
    How To Choose The Right Fit?
    It’s much better to buy a mix of layers that each do things they’re made for very well. Use a hat or other safety covering to avoid warm from leaving from your head, face, and neck. Ideally, this implies that if you reside in an area that has a complete variety of seasons throughout the years, your bags would certainly have the range of climate-appropriate apparel and equipment in all times. The much less you need to fuss with it, the extra prepared you are.

    Nonetheless, if you spend a lot of your time relocating gradually and also diligently while alpine climbing, or you much like travelling groomers without trying also hard, shorter armpit vents aren’t a trouble. Hardshell jackets usually really feel crinkly and tight, which is naturally awkward while relocating. We’re below to aid bring you targeted reviews, which highlight the ins and also outs of each model, in addition to the greatest performing as well as finest value for your dollar.

    These items can aid you carry out first aid safely and effectively. By having an emergency situation readiness kit all set, you are better planned for any kind of calamity or emergency situation that might come your way. You will certainly understand what products you require and where to discover them rapidly if needed. Keeping a survival set updated and well-stocked is an important part of guaranteeing your household’s safety and security in the event of a survival circumstance.

    Plan for water sourcesResearch your hiking course and determine reliable water sources along the way. When depending on natural water resources, constantly utilize a water filter or purifier to eliminate prospective impurities as well as pathogens. SocksInvest in top quality, moisture-wicking socks made from merino wool or synthetic materials. Appropriate treking socks give padding, assistance, and also aid prevent blisters.
    Backpacking/camping Ranges (
    In a journey race, you might locate that you end up maintaining your handwear covers on throughout the whole race. [newline] Wherefore it deserves, I enjoy my Nathan VaporHowe 12L for sprint distance experience races, as well as my UltrAspire Impressive XT 2.0 for any experience race much longer than 10 hrs. Allow’s start with the experience auto racing equipment products you are most likely going to need to acquire, if you don’t already own them. As you get ready for your first occasion, you’re most likely wondering what sort of adventure racing gear you and/or your group will need. When it come to pots, there are lots of collections of pots that are small and also lightweight, developed especially to fit inside each other similar to a Matryoshka doll, additionally called a Russian doll.

    I maintain these done in a lightweight water-proof bag as well as I have numerous of these fire kits to make sure that I am never with fire. Foam pads are one of the most cost-effective remedy, however they’re bulky as well as not extremely supported. Air mattresses can be much more comfortable however normally call for an air compressor to pump up. Pads that are a crossbreed foam as well as air use the most effective of both worlds.

    We’ve been making use of these headlamps for some time currently and they are brilliant, comfy, and also terrific for walks prior to sunup or after sunset. If you are taking a trip in the warmer months, you will not require much more than tees and shorts, but if you are traveling in cooler months, you need a couple of extras. People take experience holidays all the time, yet if this is your first, below is a checklist of one of the most essential items you will need. I understand with the aid of this impressive overview, you’ll have the ability to conveniently locate what adventure gear best matches your experience style. Make sure your knapsack has area for water, treats, a map as well as compass, sunglasses, toilet paper, headlamp, sunscreen as well as a rainfall jacket.

  49. After going over a number of the blog articles on your site, I really like your way of blogging.

    I added it to my bookmark webpage list and will be checking back in the near future.
    Please visit my website as well and let me know what you think.

Leave a comment

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