Logic makes you think. Emotions make you act. You’ve read that here on many occasions. Now, let me give you another way of creating emotions so that you can create win-win relationships with your customers. Retailing is a sensory experience. The sights, sounds, smells, textures and yes, even tastes found in a motorcycle dealership can
Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten
More than 400 words exist in the English language to describe “emotion.” In fact, neurologists have even identified distinctions between emotions (the automatic brain response) and feelings (the subjective way we interpret those emotions). Depending on how thinly you’d like to slice the topic, you could literally list dozens of human emotions — from acceptance,
From my "Stranger Than Fiction" file: “Get out!” “What are you saying?” the salesperson retorted, not moving a muscle. “I don’t know how I can say this any more clearly,” growled the small business owner. “Get. Out. Of. My. Office. Now!” This sales call was not going well. Standing now, the emergency medical supplies salesperson
I’ve said this before, but it bears repeating — especially in discussions about sales: Logic makes you think, emotion makes you act. Some words are more compelling than others because of their emotional heft. They create powerful mental images to which buyers can readily relate. That’s why some of the best word choices are aspirational (terms that
Psychologists report that stress, anxiety and tension reduce many people to operating at only half of their capabilities. Here are 15 tips to help ensure that you and your employees run at full capacity, all the time. 1. Be realistic about your own goals. Don’t try to conquer the world in one day. A career
"You can’t measure morale!" somebody once tried arguing with me. "You can’t measure enthusiasm!" OK, fair enough. But that doesn’t mean we shouldn’t try. That's why I have a two-step method to help prove the unprovable: 1. Describe an observable behavior that you believe is an indicator of the desired result. 2. Count the occurrences.