Your Instant Response To An Emotional Concern Should Not Be Logical
If a prospect says, “I am just not sure about buying this,” and they have a tone of concern, don’t immediately respond to that with logical reasons why they should buy. Instead, encourage them to further express their doubts by saying something like, “It sounds like you have a good reason for saying that.” This allows them to open up about any doubts that they have, which is typically required for them to seriously entertain buying from you. Usually, any concerning emotions must be expressed before a decision to buy can be made. If you focus on and honor where they are emotionally, serious prospects should feel comfortable being honest with how they feel. If they emotionally express themselves, that action can open them up both emotionally and logically to buying your product.
I welcome any thoughts or other perspectives that can contribute to this topic.
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Your Instant Response To An Emotional Concern Should Not Be Logical
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