Emotional Sale

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Isn’t every decision related to some emotion? Be it regarding your business, shopping or personal matters, we tend to believe that our decisions are taken rationally. But they are actually unaware that emotion is always a part of the decision-making process.

Emotional sale refers to the process of sellers making an emotional connection between the prospective customer or client and the product he is trying to sell so as to close the sales. You can provide a ton of arguments to convince the prospect about the product’s benefits but until and unless you hit the emotional note to make them buy it, your efforts are invalid. 

There are two potential approaches to emotional selling – Positive approach and Negative approach. In a positive approach, the seller highlights the positive features of the product which could cause good things to happen in the future. Whereas in the negative approach the product is presented as a cure or prevention for the prospect’s requirements or issues. The negative approach is commonly used by salespeople but that may not be effective on everyone.

Starting with positive questions is always recommended because you don’t want to raise a fear reaction from the prospect. For example, asking them “What's your biggest problem right now? How long have you had this problem?” focuses on what the prospect hopes to gain. From here the salesperson triggers the emotional approach to build a personalized connection between the prospect and the product. The more convincingly he presents, faster will he close the sales.

RCBS  is one of the top Management Institutions in India, business schools in Kochi offers various post graduation courses such as MBA, MHRM, PGDM etc. Rated as one of the best b schools in Kerala, this institution offers you a serene environment, better hostel and learning facilities, improved internship programs and top placements to leading brands across the globe. The presence of all facilities and the guidance from the well-experienced faculties, RCBS  remains as the best MBA colleges in Kochi Kerala. So if you are planning for a post-graduation program then RCBS is the right choice for you.

To Know More  Rajagiri Center for Business Studies Kerala



Location: Kerala, India

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