Good Morning Excitables,
So who is excited for next Tuesdays office meeting? There is
going to be some super cool info shared!! Oh, speaking of excitement … I was
just reading last night (never mind where I found the article)
Did you know excitement begins in the brain just like any
other emotion. Excitement is a condition of physiological arousal. When a
person is excited, their emotions become more powerful and can affect their
decision-making abilities. Excited people are more likely to make a decision --
any decision (even a bad one). Excitement leads to impulsivity.
I’ve mentioned before that for a customer to buy easily,
they need to have a strong felt need. Now, it’s nice and dandy if it already
exists on a silver platter, but sometimes we need to nudge those strong
emotions along. This is part of the art of persuasion in sales, and has been
since … well, forever! Creating excitement is an important part of that
combination.
Here Are A Few Rules for Building Excitement:
It’s gotta be real.
Promote only what is authentic about our product and service. If it
doesn’t do it, then don’t even think about saying it. It’s tempting to create excitement by saying
lots of nice things, but if none of them are true, then we’re shooting
ourselves in the foot.
Target what matters.
Sometimes there just isn’t enough thought given during the wants/needs
to what our customers problem really is. If we want to create excitement, we’ve
got to talk about (duh!) what will excite them.
And I don’t mean what *we* think will excite them, I mean what will *actually* excite them.
Make them feel like part of a select club. Being part of something is a basic human
need. Being a part of the over 2 million
happiest flooring customers in the world is a super cool thing!!
Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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