3. They need logical justification for what they have emotively decided upon. Give them lots of practical, logical reasons why this is a good choice. Often, this will need to be in a format that they can show to someone else because there is an external hidden ratifier (someone unseen who has to approve of the purchase - and they are generally a totally different buyer type. Remember (particularly with high-end products) that while they need the emotive context, they also need the cold, hard figures and reference to return on investment, etc - either for themselves or someone else. Emotive buyers can be easy targets - impulse buying is all targeted to them - and they often have highly developed protective mechanisms; but once you identify their hot buttons, the sale generally progresses smoothly. How to sell to emotive buyers 1. It is ego-gratifying: the 'show-off' factor - "If I have one of these, everyone will be envious". 2. It fits with their vision of the future - "I said we'd do this digitally one day." It may satisfy a long-held aspiration - "I always believed I'd end up with one of these eventually." 3. It allows them to be seen as change agents (creating their legacy) - "This will look so good...everyone will be impressed. And it took me to achieve it!" The emotive buyer sees it and wants it! Then, they spend the rest of the time trying to find logical reasons to justify their purchase. The actual reason for wanting it in the first place will be as wide-ranging as: 4. Identify what their vision of the future with this product will look like and paint that picture for them. Come back to it as a trigger for the buying decision. Words to use While emotive buyers are often early-adopters of new technology and trends (the see it/want it syndrome); they can also be the opposite, resisting logical change because of a sentimental attachment to the past. "Just imagine, innovative, be the first, positive, good choice, feel confident, feel proud, easy,Cheap Cincinatti Bengals Jerseys, big picture,Cheap Green Bay Packers Jerseys, future,Cheap Brady Quinn Jersey, change" 1. Try to identify what their real motive is. Generally, this will not be something that you can ask them directly - because the truthful answer (ego-gratification) might be embarrassing. If it is, though, it allows you to subtly focus on aspects that will feed that ego. You will often get the rationalising arguments that they are using with others in their decision-making circle or with themselves. That's fine, you know the real reason; and you're able to feed that rationalisation so they can convince whomever they need to. 2. Compliment their decision. Do everything you can to validate and reinforce the emotions that triggered their desire for the product. Use emotive language - expressing your feelings about the product, your business relationship, your organisation, etc. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More