Let’s talk about Emotions

It is not possible to identify all the emotions that surround us in our daily lives, there are too many. Perhaps some obvious ones are Happy, Upset, Sad, Angry, Confident, Comfortable, surprised, shocked, Trusting, Calm, Anxious, Eager, etc. If you are like me, you probably experience several of these every day and the only time you do not experience these emotions is when you are asleep. We won’t dwell on all of these but instead have a look at those that might affect a seller and a buyer. For example, let’s pick a few for discussion.

As a seller, what are the emotions you want to have and to project to the prospect when you are selling your product?

Happy, Confident, and Eager come to mind. Successful salespeople work very hard to show others that they are happy, happy with themself, their job, and their product, and happy in believing that their product is a solution for the buyer. They display strong confidence in their ability to sell and in the product they promote. They are always eager to close a sale, eager to help and provide a solution. After all, their ability to provide the solution will lead to the sale. Watch a salesperson at work and you should be able to spot these emotions very quickly in his presentation. As he progresses in selling, these emotions should become even stronger and more apparent.

What emotions are the seller looking for from the buyer?

How about Happy, Comfortable, and Trusting? As the salesperson is presenting his product, he is looking for these emotions from the buyer. The salesperson is monitoring these emotions from the buyer. These emotions also represent buying signals. As these emotions grow, so does the urge to buy with the buyer. These emotions signal that if he did not have a need, the perception of a need is being created now. These emotions show that he is happy with the product, feels that he is comfortable with the seller, likes the product as it provides a solution and he is trusting the salesperson.

Selling and buying are Emotional for both the seller and buyer. Emotions drive every step of the sale from start to finish. The seller is working towards developing an environment where emotions convince the buyer to buy. The emotions that he creates in the buyer will complete his sales transaction.