It is always emotion that leads us to purchasing a product or service which is ultimately backed by a logical decision to cover up our emotion.
For instance, if you are a senior executive who purchased a new technological equipment to help his /her business regulate effective competition in the market then it is noteworthy to analyse whether the purchase is made on emotion or facts. Because even though he/she neglects the idea that the purchase is based on hard facts but actually the truth is that the person is likely to take the decision unconsciously. In fact, all of our purchases are instinctively reached based upon our emotional space which is backed by a logical response from our mind. And it is the logical response that drives us to purchase the commodity or service without rationalising the decision made by us or suggested by others.
However, facts are illogical for a sales person who is working day and night to pitch a particular brand so that they gain the commissioned incentives on behalf of their sale. But the good news is ‘facts’ do play a very crucial role in sales because upright and informative facts can change the emotional situation of a customer on a certain product or service but at the end of the day it is emotion that plays the pivotal role and not facts.
Although one cannot negotiate between facts and emotions it is better to use both the benefits in order to regulate an effectual sale for an organisation.
Too much factual information about a product or service can lead to ‘analysis paralysis.’ This is a kind of rational sales pitch that has no chances of going anywhere in case of complicated product or service. It is solely a procedure to exhaust the time of a sales person.
There are various advantages and disadvantages of outbound calling who prefers to preach product description to their customers because the agent has to be careful about balancing information. Preaching too much about a brand may lead a customer perplexed whether to purchase or not.
Never ignore the emotional side in sale
I read somewhere that emotionally attaching your customers can sometimes help make a sale. This is reason why professional outbound calling agents must emphasize on customers facts and figures.
Businesses making B2B sales probably think about that their senior executives will never make a decision out of emotion and invest a huge amount of money on a process just due to emotional basis. Making decision emotionally is not regarded as rational. However, studies say something other way round.
The emotional sale tactic has its own logic that is decoded only through practical implements of a professional agent. To master this technique it needs patience and endurance in a call consultant especially agents serving outbound call centre services.
Research based emotional sales strategies:
According to Iowa Gambling Study conducted by psychologist and other behavioral economist states that our emotional selections are neither unreasonable nor irresponsible. In fact, such decisions are based on profound pragmatic psychological processing system, which has the capability to function a massive amount of data without getting astounded.
The study is demonstrated that the emotional state of brain that has the ability to effortlessly figure out the possibilities of victory in a card game. It was poker that where the prospect has to earn money as a sign of victory, where the deck of card was arranged in such a way that will definitely lead to consistent win with high payouts but there was a punishment too where psychologist racked the anxiety of the prospect while choosing a card from the risky deck by intuition has a ultimate hold on the prospect.
Therefore, we can say that agents dealing with outbound calling facilities must work more on emotional state f a customer instead of providing factual information to the targeted audience that has the chances of overwhelming the customer.