|
We focus on name-based rapport to accomplish the emotional part of our sale. The names create credibility and demand from our Prospects. We’re a social species, and everyone normally wants what everyone has (or wants to ‘fit-in) with what everyone else is doing! This is another reason celebrity spokespeople are successful for the infomercials and magazine ads.
We also accomplish the emotional part of the sale using ‘word pictures.’ By creating a picture in the client’s mind of the product providing the solution, we can often generate excitement and get the client into their ‘right brain,’ thus evoking an emotional response. Make sure you try to focus your emotional strategy on a positive theme, unless your product absolutely requires a negative spin (like insurance sales- protecting against loss.)
|
