Sales Careers >> Ask a Sales Pro >> The clients emotion
The clients emotion
4507 posts back to top |
Posted 16 days ago How do you handle the clients emotion? Do you use thier emotion as a tool to convince them to make a decision to own? How? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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390 posts back to top |
| Posted 15 days ago geez rich you just hit a nerve, if you figure it out call me, anyone out there put up your client meltdown stories pleeeeeeeeeeeeeeez I need data |
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4507 posts back to top |
| Posted 15 days ago Alan why do you need or want meltdown material? I want to hear how people recognize the clients emotion and has this as part of their toolbox convincinvg the client to own with using their emotion. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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286 posts back to top |
| Posted 14 days ago I's easy to recognize emotion in my biz... the trick for me is "not" using that emotion to trigger or make their buying decision... taking advantage of it, manipulating it etc... yes, it's there but... it is temporary. emotion soon seasons to reason, logic and common sense.
takingadvantage of the customers emotional state can only lead to a disgruntled customer once that emotion passes..
no sir, they have to make abuy decision with me based on far more solid set of criteria as "I" want the customer to ba happy with their experience every day of their lives and i want them to recommend me to their inner circle... being a predator of emotion is the wrong way to accomplish my real needs and wants.
a quick sale?? or, a lifetime customer that will bring me lot's more sales and much larger profits?? not a very tough decision. |
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4507 posts back to top |
| Posted 14 days ago That can happen yet the opposite can happen more often and receive a lifetime of bsuiness.. The one time purchase is a discovery of how they are feeling NOW. When the emotion is very high and not their habitual emotion using this emotional point will get you the one time buy and buyer's remorse. Knowing your clients is the key. I am speaking more of discovering or recognizing their personality (Emotion) and adapting your presentation to that personality. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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1352 posts back to top |
| Posted 12 days ago Isn' that what we discussed before with using the voice tone of the customer as an advantage of filtering objections to be able to set the implementation of the presentation. The clients emotion could be all about passion for a product or service or it could be something they have be "told" to purchase with no passion at all. The be able to disect what is real and what is not is the key. Taking advantage of a customer when they are vulnerable only gets you a one time purchase and no referrals. LISTENING to the client is the most important thing to do and not take advantage to blindside then with something they don't NEED OR WANT. |
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4507 posts back to top |
| Posted 2 days ago Choosing to wn is an emotional decision.The issue to decipher if this emotion is a properly motivated emotion.Selling a life insurance to a spouse who just lost thier mate and using that as a way to manipulate the client into buying a larger than needed policy is unethical.When I speak to insurance reps they always ask how my wife and children would do if I was not around implying my death.They use the emotion of fear of loss. This is different than what I described earlier. Lori is correct that we must listen but you are rerquired to watch and observe the client to learn more about the clients emotion.Listening is only one part of the equation. Let us say a particlular client is angry how would you use that emotion to turn the client around and have them enter an owning situation?I have had clients that happened to be very angry with another of our sales technician and I am sent to their home and walk away with an additional sale of over one thousand dollars.Not only must I turn that emotion around I am required to build the trust and likability factor at a much higher standard. Isn't indifference an emotional stance? How would you use the indifference and change that to an owning emotion ?You use thier emotion to build towards another emotion to change the situation where they talk themselves into owning. Emotion is more than a high tense situation. I have to get this done and you are here I might as well get this done now. This is also an emotion and how would you turn this into a positive owneership exchange where there is NO buyer's remorse? How about the excited client? How about the sad client the sky is falling one. How about the emotion of I do not like change how do you motivate them into a change situation. I have thrown lots of different emotional purchases at the sales professionals in sales hq now lets play with them. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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