‘Why Your Sales Pitch Should Inspire Hope, Not Fear’ – HubSpot
Aja Frost says, “hink about the last thing you bought for pleasure. Maybe it was ice cream, tickets to a show, or a new shirt.
You didn’t make this purchase to solve a problem in your life — it simply made you feel good.
Because human beings are more emotional than logical, we buy things for pleasure rather than pain fairly often.
But many salespeople solely sell using the second emotion. They look for their prospects’ problems, figure out if their solution can solve those problems, and show their prospects the impacts of changing versus doing nothing.
This approach can work well. Yet it falls flat if your prospect doesn’t believe her business challenges are significant or worth prioritizing. In addition, if your competition is using the same strategy, all of your pitches will sound similar.
Invoking optimism to close a deal can be a highly effective alternative to a sale focused on pain”.
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