By Craig Elias, Chief Strategy Officer and Founder, InnerSell, Inc.
How many sales opportunities have you lost to competitors who seemed to have the inside track? It’s likely the buyer purchased from their emotional favorite.
Selling goes beyond communicating the value of your products and services. Selling is also about communicating the value of doing business with you. It is about connecting with buyers and becoming their ‘Emotional Favorite’.
Success in sales requires three things:
- A viable product that addresses a need
- Credibility
- Timing – being in front of the right buyer at the right time
Some in sales claim in sales timing is everything; experienced sales professionals know timing is the ONLY thing.
There are a plethora of credible businesses with viable products. To be truly successful at selling you need timing - to be the first or second person motivated buyers talk to when they need something.
There are three simple ways to get timing:
- Sheer numbers – if you contact enough buyers, you’ll eventually find opportunities
- Referrals – someone tells you the buyer has a need for your product or service
- Become a buyer’s ‘Emotional Favorite’ – a motivated buyer calls you first
Value Of Being First
Being one of the first suppliers in front of buyers at the time they need what you sell is key to getting the business. Once the buyer begins to shape a solution around a vendor’s product or service, they become emotionally tied to that solution. People tend to make decisions and move on to the next problem.
What Is The Emotional Favorite?
Think about the last time you purchased a product or service. When you picked up the phone, did you call the person who helped you in the past? The person who adds value to your business or your career every time you ask for their assistance? Chances are you did. The fact of the matter is most people do. They make emotional decisions and rationalize them afterwards.
It used to be that people bought from those they know, like, and trust. To be successful in sales today, you need to go one step further and connect with buyers to become the person the buyer knows, likes, trusts…and want to see succeed – Their ‘Emotional Favorite’.
The emotional favorite is the person a buyer calls first, regardless of what they need.
Becoming The Emotional Favorite
So, if being the emotional favorite means being the person the buyer want to see succeed, how do you create this relationship?
We'll answer this question in part 2 of this series
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Craig Elias is a 15-year sales veteran, noted speaker and author on sales and networking, and the Founder of InnerSell - an online sales tool used by sales professionals so that no matter what their customer needs they can get it through them. Learn more by contacting Craig by phone (866.744.7904), email (Craig.Elias@InnerSell.com), or visiting www.InnerSell.com.
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