Have you noticed?  There are eleventy-billion face creams, life coaches and health drinks out there.  You are very excited about your product and think everyone should buy some.  However, they don’t need your product.

People buy from emotion.  Your prospects are having an experience of you while you share the information about your product. That experience will be test of whether they buy or not. The experience of you tells them if they can connect with you and your product or not. Because of the experience factor today’s sales conversations must go deeper than features and benefits. Ask questions that will get to the core of why this person might want the product.  Talk to their pain or discomfort.

Share your own story and results you got from using the product with enthusiasm and excitement.

When the prospects can connect with you because of their experience of you then they get an experience of themselves. This is the buying emotion.  If the prospects can visualize their face younger, life enhanced or losing weight from the drink, then they get to experience themselves in that state. The possibility is created and can be felt. They believe their pain can be relieved.

Your prospects will buy when they feel these three components.

• -You get me. You understand.

• -You have been there.

• -You can get me there.

They don’t need your product.  They need the hope and possibility for themselves. Try this with your prospects today and let me know how it worked in the comments below.

PhotoCredit: blogs.salesforce.com