HTSS202 - Money is emotional in sales and business - Scott Sylvan Bell

<p>Money is emotional in business and sales </p> <p>You will find that when you spend money or make money it is emotional. This comes down to  the money spent vs time to make it. You will want to understand this concept in order to close more deals. When you can grasp the money vs time concept you can have better communication with your buyers. If you add in the understanding of risk it's that much more impressive. When older people tell you their age, it’s a money issue. </p> <p>Trust helps close deals in sales </p> <p>As consumers, we have a fear of being taken advantage of. We don't want to lose out. This fear comes down to protecting your back end and not losing. When you win there is a dopamine rush, when you lose there is panic. </p> <p>Time vs cost in sales and emotions </p> <p>When you make money you calculate the time, energy, and or effort it takes to make a purchase. This is normal for most people for mid-range and large purchases. Sometimes what you sell will take weeks, months, or years to pay for. This comes down to time, energy, and or effort. People buy on emotion and justify with logic:</p> <ul><li>There is an emotional feel to spending money </li> <li>there is an emotional feel to winning and or losing money </li> <li>Some people put more weight on either way or both – greed</li> </ul> <p>As a salesperson, it helps to understand these concepts not just for the purchase, but also the objections as well as the problems faced after a deal. There is emotion to a sales presentation:</p> <ul><li>Sometimes you hit it off immediately with buyers </li> <li>Sometimes you lose the sale in the first 3 minutes of the appointment </li> <li>Angry people will still make a purchase</li> <li>Its not just the buyer its you as well that does this </li> </ul> <p>Think about how upset or angry you get when you make a mistake or when something goes wrong. There is risk in making a mistake, you could be:</p> <ul><li>Irritated</li> <li>Upset</li> <li>Angry</li> <li>Judgment </li>