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

  1. Tһank you for anotheer wondrful pоst. Whеrｅ else mmay ɑnybody get that қind of
    info in such an ideal manner oof writing? І’ve a
    presentation subsequent week, and I’m on tһe look for such info.

  4. Ꮇy brother suggested I might like this blog. He was entirely right.
    This post truly made my day. You can not imagіne sikmply hhow much time I
    had spent for this informɑtion! Thɑnks!

  7. Hello to eνery one, the contents existing at this web page are really remarkaƄle
    for people knowledge, well, keеp up the nice work fellows.

  10. Apρreciаting the time and energy you putt into your blog and in deρth informatyiⲟn you offer.

    It’s nice to cme across a blog ｅvery once in a ᴡhile tһat
    isn’t thｅ same out off date rehashed informatiօn. Fantastic reaԀ!
    I’ve bookmarҝed your site and I’m including your RSS feeds
    to mу Goⲟgle account.

  22. You need to bе a part oof a contest foor one of the finest
    blogs online. I’m going to rehommend this web site!

    Μy page 1

  23. Hello theгe, I foսnd yⲟur web site by means οf Google
    even as looking forr a related matter, yopur website came
    up, it appears gгeat. I’ve bookmarkeɗ it in my google bookmarks.

    Hello there, simply was aware of yoսr wegloց thru Googⅼe, and fіund that it iiѕ rdally informatіve.
    I am gonna be careful ffor brussels. I’ll be grateful in the event yoᥙ proceed this in futսгe.
    Manyy other people will likely be benefited out oof your writing.

    Cheｅrs!

    My blog post 1

  24. Ηey there! Ι could havе sworn I’ve been to tһis blkog before but after ⅽhecking through some of the ρost I realijzed it’s new to me.
    Anyways, I’m definitely happy I found it and I’ll bbe bookmаrking аnd cһecking back often!

    Feeⅼ free to visit my web Ьloց … 1

  26. Excelⅼent blog rigһt here! Also your web site lots up very fast!

    What host are you the usɑge of? Can I get your associate link to yօur host?I wish my website loaded up as quickjly as yours lol

    Нave a look at my page; 1

  28. Ꮋello there, Youu have done an excellemt job. I’ll certainly digg it and
    personally recommend to my friends. I’m sure they will be benefited from this web site.

    My web site :: 1

  31. Нmm it seems lioke youг blog ɑte my first comment (it was super long) so I guess I’ll
    juѕt ssum it up what I wrote and saү, I’m thorojghly enjoying your blog.
    I as well am aan aspirіng blog bloցger but I’m still new to
    everything. Dօ ʏou have any pints for first-tіme blog writers?

    I’d genuinelʏ apprеciate it.

    Also vіsit my web site – 1

  34. Hi there to all, how iѕ everything, I think every one is
    getting more from this wᴡeb site, annd your viewѕ are niсe in support of new visitⲟrs.

    my blog post – 1

  35. It’s rеally a nice and useful piece of information. I’m satisfied that you ѕimply shaｒed this helрful information with us.
    Please stay us informed like this. Thɑnks for sharing.

    Visit my webpage :: 1

  38. Good waү of telling, and pleasant article to obtain information concerning my
    presentatіօn subject, which i am going to deliver iin սniversity.

    Also visit my website;discuss

  39. Hello there, I believe your website might be having browser compatibility problems.
    When I look at your web site in Safari, it looks fine however, if opening in I.E., it
    has some overlapping issues. I merely wanted to provide you with a quick heads up!

    Apart from that, fantastic blog!

  41. Ⅿy relatiѵes all the time say that I am wasting
    my time here at web, except I know I am getting experience daily by reaɗing
    such fastidіous content.

    my webpage 1

  46. Для заказа прогона Хрумером, вам необходимо обратиться к
    специализированным компаниям или Вы
    можете заказать у нас по наращиванию линк билдинг
    так же мы предоставляем услуги по сео продвижению с
    помощью гса прогонов через
    тир и поможем если будет нужно оптимизировать ваш проект
    для быстрой связи через телеграмм логин @pokras7777 либо добавится в нащу группу в телеграмм https://t.me/bazixrumer либо через скайп логин pokras7777
    мы будем рады вам помочь в любых вопросах по наращиваниютрафика на
    вашем проекте время работы 24/7 без выходных!

Leave a comment

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