You have a great product. Its world changing. You’re passionate about it, and positive it will make all the difference for your client. You’re delivering a great sales pitch and you’re sure the closing will bring success…but they’re not buying.
So where’s the disconnect? According to Bob Pritchard, business expert and motivational speaker, you’re not connecting on an emotional level.
“Unless you develop an emotional relationship with whoever you are dealing with you are much less likely to get a good result,” Pritchard says.
Making that emotional connection won’t just increase sales, it will also increase customer loyalty, repeat business and positive word-of-mouth exposure.
So how does one connect on a more emotional level? You could trade pictures of your cats, sure, but Bob has a more hypo-allergenic suggestion.
“These days you have the advantage of being able to search the person you are negotiating with on LinkedIn, Facebook and other social media sites,” Bob says. “You can find out a person’s favorite sport, favorite food, favorite holiday destination…”
In short, find something you can connect with on a personal level…so actually, feel free to whip out those pictures of Felix!