If you keep this in mind, it only makes sense to focus on what is unique in the sales phases: people and their emotions. Examples 1, 2 and 3 show this.
We have people on both sides of this equation. Leads or customers and salespeople are people and therefore unique. But many companies do not use this potential and simply let it happen subconsciously. Because as a well-known piece of wisdom from communication science goes: "Every person has an impact". Too many companies ignore this principle: the lead or customer buys the package of product and salesperson. Or to put it another way: the customer does not just buy a product. They buy benefits. But this is usually very difficult to determine. The benefit usually consists of what the product brings them and what the salesperson conveys emotionally and how they come across. For example, are they attentive, honest and trustworthy?
Emotional buying is based on the knowledge costa rica whatsapp data that customers like to buy something when they are in a positive emotional world. When they feel like buying the product, when - and this is crucial - they can easily overcome the negative feeling of spending money and simply trust that they are making the right decision.
Let's go back to example 3 (Mr. Baumgartner in after-sales): Mr. Baumgartner decided to buy a new machine because the manufacturer built up trust by repairing it free of charge the first time there was a problem with the machine. Guided by his gut feeling, he is sure that he made the right decision by buying a new machine. The path to this positive emotion was a long process. It requires the exchange of information between the company's customer service and Mr. Baumgartner. It is important that this information is available to every employee in the CRM when the company or the customer contacts them.
New call-to-action
Admittedly, examples 1 to 3 are ideal examples. That's why we now have some more practical tips to fill your sales phases with emotions.
Anyone who wants to adapt their CRM to the aspects of more emotional selling must first do one thing: define goals and measures. Which customer group should be addressed primarily? One aspect reigns supreme: the lead or customer must be identifiable.