Selling to and without emotion

In the sales world, I hear salespeople utilize “wants and needs” like they are the same thing. Nothing could be farther from the truth. It is true that all sales are based on wants and needs, but they are different from each other and before you can be a successful sales person, you must know the differences and what is the driving factor, particularly in the events business.

For weddings and events needs can be physical (food, location, transportation, rentals) or emotional (pretty, smooth, fun). Wants, however, are almost always emotional. Whenever we purchase something, it’s because the purchase satisfies a want. It may or may not satisfy an actual need.

Let’s face it, when someone decides to get married, they only NEED, a marriage license and an official to execute it. Literally everything else is a WANT when it comes to the formal ceremony and reception party.

Whenever a want conflicts with a need, the want always wins. Always!

Which means if you’re selling something based on need or perceived need and your prospect wants to avoid spending that much money right now, there’s not likely going to be a sale. Unless you can show the value and develop an emotional connection for the prospect that makes the purchase of your product or service a strong WANT.

So as you’re talking with your prospect, ask about all their wants and needs, not just the obvious ones. The more emotional wants you can uncover, the greater your chances of making the sale. But remember, want or need, the PURCHASE will be driven by emotion. If it is a need, they will justify the price logically, if it is something that they REALLY WANT, the price becomes insignificant.

Science defines emotions as brief multi-component responses to challenges or opportunities that are important to the individual’s goals, particularly social ones.

Take time to know, and to take notice…

Core values

Core Values establish your mission statement for you and your company.

“Our goal isn’t to make money. Our goal absolutely at Apple is not to make money. This may sound a little flippant, but it’s the truth. Our goal and what gets us excited is to try to make great products. We trust that if we are successful people will like them, and if we are operationally competent we will make revenue, but we are very clear about our goal.”Sir Jonathan Paul “Jony” Ive, Senior Designer Apple,Inc.

At our events company our mission statement and goal is: “To create amazing, memorable, stress free events by connecting in a personalized manner to understand unique wants and needs. To do the little things that others don’t, won’t or can’t. To achieve unforgettable results!”

What are your core values? What is your true mission statement?  Is it only to make money, or to deliver outstanding events and amazing weddings?  If you change your focus, you may just change your income dramatically.

Stop wasting time

Time is a constant, we are allotted a certain amount of time everyday for the things that we must accomplish. If we waste our time, we can never get it back. Managing your time and accomplishing your goals, is what time management is all about. Make the most of what you have. One of the easiest ways to have more time is to get out of bed earlier!  Limit your online time on Facebook and other social media, have set business hours.   It is easy to put off things and waste time when we are self employed.

“Man, alone, has the power to transform his thoughts into physical reality; man, alone, can dream and make his dreams come true. Patience, persistence and perspiration make an unbeatable combination for success.”   Napoleon Hill

Before you can sell yourself successfully to others-and thus sell your ideas, your wishes, your needs, your ambitions, your skills, your experience, your products and services-you must be absolutely sold on yourself: 100 percent.  You must believe in yourself, have faith in yourself and have confidence in yourself. In short, you must be totally aware of your own self-worth.  You cannot sell yourself at a premium price unless YOU unequivocally believe you are worth that price and more!

NO ONE IS A BORN SALESMAN, EVERYTHING ABOUT SELLING MUST BE LEARNED.