Are you a logical thinker?
I wish I was, but I’m EMOTIONAL.
I used to think there was something wrong with me until I figured out that everyone else is emotional as well.
As humans, we make emotional decisions and then justify it with logic.
We are all emotional creatures.
You probably already know that, but for that one person out of one thousand reading this who didn’t know that, NOW YOU KNOW!
If people were logical, everyone would save for retirement, no one would have debt, no one would drink and drive, no one would be overweight, etc.
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Things just don’t work out that way.
Sometimes our emotions get the best of us.
Sometimes our emotions make us forget logic and do dumb things that we later regret.
Why am I telling you all this?
Because I want you to know that your prospects, customers and team members are EMOTIONAL creatures too.
When you talk with them, do not focus on LOGIC.
Focus on their emotions.
That is how you will truly connect with them on a deep level.
Find out what their hot button is and focus on that.
And, find out what they want to achieve in the business, and WHY, and remind them of that whenever they are feeling blue or frustrated.
You can show the most logical, well scripted presentation in the world, but no one will join if you don’t APPEAL to their emotions.
You can preach logic to your team, but it won’t do much to motivate them.
Unless you are connecting with them on an EMOTIONAL level, it’s time wasted.
When you talk with someone, ask them lots of questions and listen.
That is your number one objective.
Find out what they wake up in the morning thinking about and what they go to bed at night thinking about.
Find out what sets their world on fire.
Spend some time doing this with each person you talk to.
You see, everyone has a hot button.
With some people, it’s really easy to figure out.
But it’s in there.
You will find it if you ask the right questions and listen.
And when you do that you are more than 75% of the way to signing that person up, even if you haven’t shown a presentation to them yet.
You probably think I’m crazy for talking like this.
Don’t believe me?
Have you ever been home late at night watching an infomercial on television?
In the beginning of the show you were hardly intrigued, but by the end of the infomercial you were dialing the number to make a purchase.
Why did it happen?
Because the advertisment appealed to your emotions and found your hot button!
As a result, you just had to have what they are selling.
Have you ever woke up one morning and asked yourself why you bought a certain item the day before?
If so, it’s because you made an emotional purchase.
You need to realize that every prospect, customer and every team member is an EMOTIONAL human being.
They will do lots of things that aren’t logical, because their emotions inspired them to do it.
Starting today, realize that people are emotional.
Work on your emotional intelligence.
Yes, they even have a book about it.
I suggest you buy it and read it.
Start asking more questions and be a better listener.
Show a genuine interest in others.
Focus on benefits, not features.
Tailor everything you do and everything you say on the other person’s emotional hot button.
Do that and you will be a retailing and recruiting machine.
Don’t do it and you will stay frustrated and broke.
What are your thoughts?
Do you think people are emotional?
Why or why not?
Leave a comment below to let me know what you think.
I look forward to hearing from you.