Satisfy Emotional and Logical Reasons to Buy

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About this lesson

In this video you will learn how to address anything that is preventing the prospect from moving forward with you.

Quick reference

Satisfy Emotional and Logical Reasons to Buy

To help make the sale, you need to solidify the relationship by satisfying the emotional and logical reasons for your client to buy.  You need to address any doubt that the client might have and continue moving forward.

When to use

As a sales person, you need to satisfy the emotional and logical reasons to buy to keep the client moving forward.

Instructions

To satisfy the emotional and logical reason to buy, you should do the following things:

  • Answer any questions or address any doubt he client might have. You have built your rapport and made your presentation, but the client is still on the fence. You need to get down to what the actual problem is.  Don’t shy away from the issue, just continue to talk with the client and keep the rapport that you have built.
  • Restate solution or adjust the solution it if necessary.  Ask them the question, if I can do this for you are you ready to move forward with the sale?  If they say no, find out what else you could add to help the client move forward.
  • Resume moving forward with the sale.

There are going to be times that you can’t sell to a client, but you need to keep moving.

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  • 00:04 In this video, we're gonna continue looking at step seven.
  • 00:08 Solidifying the relationship, okay?
  • 00:11 So next, you wanna satisfy the emotional and logical reasons to buy, okay?
  • 00:16 A lot of times people talk about objections.
  • 00:19 How does that make you feel when I say when I say objections?
  • 00:23 Pretty crazy right, ooh objections.
  • 00:25 Now you guys are putting on your battle helmets and
  • 00:27 I'm gonna help you overcome your objections and
  • 00:29 I'm gonna beat you down until you understand where I'm coming from, right?
  • 00:33 Put all that aside.
  • 00:34 You don't need to deal with any of that stuff, okay?
  • 00:38 You're just moving forward with the sale, solidifying that relationship.
  • 00:42 So, answer any questions, okay, or address any doubt that the prospect has.
  • 00:49 So, if you've got some rapport, and they're still on the fence,
  • 00:52 I need to think about it, I don't know if this is the right fit,
  • 00:57 I'm not sure if we can afford it, I gotta talk to my partner.
  • 01:00 Get down to what the problem really is cuz there's something
  • 01:04 that's keeping them from moving forward.
  • 01:06 Sometimes it's legitimate, sometimes it's just in their head.
  • 01:09 It's just the fear of taking this next step for whatever reason, right?
  • 01:15 They might be thinking, if I make this decision and it doesn't work out,
  • 01:17 my boss is gonna kill me, right?
  • 01:20 So you have to get down to what the actual problem is.
  • 01:24 What if I buy this thing and then it breaks in the next 30 days?
  • 01:27 Right, it just might be simply bringing out the guarantee right.
  • 01:31 So you don't know what it is until you ask, you have to get there.
  • 01:34 Don't shy away from it, don't put a battle helmet on like you're gonna go and
  • 01:39 tackle some objections.
  • 01:40 You just have to get to race and talk and continue the same conversation and
  • 01:45 rapport building that you've been doing the whole time, that's important.
  • 01:48 You don't wanna switch the focus
  • 01:53 from being this nice wonderful person to I'm a closer now, okay.
  • 01:57 That doesn't work that way, okay, because people can pick up on that.
  • 02:01 So next, just restate your solution, okay, or adjust it if necessary.
  • 02:07 So if somebody has a problem, you've got the solution,
  • 02:10 you might ask them, is this the solution that you were looking for?
  • 02:15 If I can provide this, this, this and this, would that solve your problem?
  • 02:20 Would that be something you're comfortable with?
  • 02:22 Is that something, if I can do x for you, are you ready to move forward?
  • 02:28 And if they say yes, great, you resume moving forward the sale.
  • 02:32 They say no, ask them the question, so
  • 02:35 what about this solution is not working for you?
  • 02:38 What are we missing here?
  • 02:41 What else could I add, okay.
  • 02:43 So you really wanna get them thinking and
  • 02:46 really get them to answer their own question.
  • 02:49 What is it that's keeping me from moving forward?
  • 02:52 Because once you have that, that's goal.
  • 02:54 Now you address it.
  • 02:55 Now, let's both, let's just be honest with each other.
  • 02:59 Sometimes, is there somebody that you're not going to be able to sell?
  • 03:05 Absolutely.
  • 03:05 It's going to happen.
  • 03:07 There may be a legitimate reason why you can't sell to this person.
  • 03:10 They might not even qualify to buy your product or service, okay?
  • 03:15 We're gonna talk about what to do in that in another video.
  • 03:18 Okay, but that's okay, keep moving, keep moving, just moving forward.
  • 03:22 Okay, excellent so satisfy the emotional and logical reasons to buy.
  • 03:27 Answer any questions or address any doubt the prospect has.
  • 03:30 And then you gonna restate the solution.
  • 03:33 Or adjust it if you have to.
  • 03:35 And then resume moving forward with the sale.
  • 03:37 Cash or credit, check or cash, Mastercard or Visa, right?
  • 03:43 You're gonna keep moving with the sale.
  • 03:45 Overcome whatever it is that you, that you guys are talking about.
  • 03:49 And then move forward.
  • 03:50 You just address it.
  • 03:51 And hopefully, you'll satisfy.
  • 03:52 And you can ask them, is that satisfactory to you?
  • 03:56 Does that work for you?
  • 03:57 Okay, make sense?
  • 03:59 All right good, let's move on to the next video.

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