Emotional selling is important to understand no matter what service, product or program you’re offering.
It’s because emotions inherently drive and guide all buying decisions. That’s why it’s important to understand where you stand in your sales conversations to ensure you’re practicing what I call, “emotional selling.” In NLP terms, it means striking a balance between the power of sensory attraction and tapping into the five senses to create a compelling and irresistible offer… and, it all starts with where you are emotionally.
Many years ago, I remember raising my private coaching fees to specifically attract high end clients. The new fee was higher than what I ever imagined I’d be paid for coaching and I was scared about what it meant for my business. Sure, I felt I deserved to be paid the new fee, but I was nervous about how potential clients would respond. After all, at that time, I hadn’t even made a similar investment to hire my own coach. I felt a little out of alignment but knew it was something I had to do.
It was a far cry from that first dollar I made when I first started my coaching business. I felt I’d arrived. And, more importantly, raising my fees helped me to reach six figures for the first time in my business.
Emotional selling means…
- taking greater responsibility for the outcomes of the clients you serve; and,
- stepping up your game to be laser-focused in your coaching skills; and
- challenging your clients to achieve bigger outcomes and greater results.
Emotional selling means you have total clarity about how you serve your clients through the selling process. It involves exercising extreme care, focused compassion and intentional support of your client.
Your job when you’re practicing emotional selling is to inspire your potential client and motivate her to action. You might also find it helpful to read a previous post where I shared three signs it’s time to hire a sales coach.
Are you practicing emotional selling in your business? If not, take a page from my play book by paying close attention to your emotions and those of your clients to ensure selling success.