Video Transcript
So this is the best. This is the overarching thing that I need you to grasp about sales. When people buy the outcome, as you'll notice in an earlier video, there's a balance that needs to be achieved in that. Human beings take action based on how much they feel comfortable about the action. Every human is different. So when you're selling something, you need to balance the emotion of the outcome, how exciting it's going to be, what it's going to feel like to have a home that you know you can raise your family in, versus logic. You need to create this balance.
Think of it as a seesaw. Some people need more emotion, they need more emotive context, they need things like visual considerations, like having barbecues with friends when you're selling a home or being able to retire early or getting a boat and sailing on the river. That's emotion. Logic is the practicality of it, the features and benefits, the efficiencies, the price.
Think of it like this: the emotion is sweetness, the logic is savory. Too much of one or too much of the other spoils a good meal. Your job as a salesperson is to calibrate your prospect’s tastes and balance it, and how do you do that? "Oh, my gosh, how on earth am I supposed to know that?"
You ask them. "Do you understand this fully? What else can I explain about this? What would it be like to own the boat? What would it be like?" "Oh, it would be amazing!"
"What would you do with it?"
"Oh, I'd take my mates out."
"Cool, then let's just make sure the numbers add up, like, you're looking for an efficient boat?"
"Oh, the more efficient, the better."
"Great."
Logic and emotion. And your job is to create that balance. Too much candy floss makes you feel sick. Too many sprouts and vegetables? Personally, that would make me feel sick as well. It's about getting the right balance. Would love to share some content with you guys. If you want to try and find your balance for your market, let me know. Would be great to hear from you.