Emotions In Sales And Marketing For More Customers (Part 2)

3 август 2018   •   Новости   •   no comments   

With proper training in the Tone Scale of Emotions ©

which IDEAS provides in its training a person may perfectly know the true condition of the market and of the people regardless of the demonstrated behavior. Did you ever think why a painting gets sold for 1 000 000 dollars? Why can one product have totally different prices depending on who sells it and to whom it is sold? One of the main reasons is that this particular painting or jewel or a stone is connected to a certain emotion which make people give tremendous amounts of money. The sales person discovers with what the client associate the product (the button), then he plays with the button. He inspires the buyer with the product for sale. This is emotion. There is no logic here.

If people start to think too much it will be hard to foresee to what from their past it will bring them to or to what variety of consideration they will come up to.  As a result of this there will appear answers like: “well, let me think it a little over”, “we’ll see”, “I am not sure”, “let me live with it for a while” and other “considerations”, which block the
activeness and decision making.

I love sales

Of course here we are not speaking about manipulation

of the client or of the market with the purpose that they should be made to buy something they do not need. (Unfortunately there is an opinion about sales people that they should fascinate the client so that they may foist something unnecessary on him, that they are aggressive and so on). A good sales man or marketeer can help the potential client or the market find out exactly what they want by the means of the Tone scale. And when that happens again with the help of emotions the sales person can help his prospect not to fall down with considerations, logic, thinking which may stop him from acting and decision making. Because reasons why something should not be done are easily found.

Let’s take for example a kid of 3-4 years old. He does not know any selling techniques, he does not have well polished behavior for any situation, he does not have fabulous convictions nor a refined speech. He however he knows that he wants something and he uses different emotions– until he does not find the right one in which his wish may come true.

Or just imagine a car seller who has a young and fancy lady in front of him looking for a new car. So he starts to explain to her in a very technical manner the technical parameters of the engine, the newest technology of break system and the incredible lease scheme. Some may say: what’s wrong with saying those things to a client? There is
nothing wrong with that. The question is that there is no emotion involved to make the person act. It is very likely that the young lady starts to feel inadequate for not understanding all those nice technical details, to express outward agreement and never comes back. In my opinion the right approach here would be that the sale’s person discovers why the young lady really wants to get a car or a particular model. He can discover unsuspected for him motives
(buttons) and to use them to make her live her realized dreams about a car – it may be strong sensations, her friends looks, or it may be that she is looking for something elegant so it adds up to her elegance. It can be anything!

Selling with emotions does not refer only to women

Men are also emotional. They may link cars with certain emotions and not just with technical specifications. It may be prestige, a sign to a social or branch belonging, strong sensations, comfort, independence and so on which the seller could find and use as buttons in his communication with his client.

After finding his client’s or market buttons and after having used them to make the client see how his dream
may come true then the technical specification may play a role. The client will leave with a realized dream and this is a good prerequisite that he becomes a client again.

The solution is in the good knowledge of the Tone Scale of Emotions©, their role in determining people’s actions and their usage to create a high motivational status. In his book “Science of Survival” Mr. L. Ron Hubbard© describes in details each emotion, the exact characteristics of the person in it and what can be expected of him as condition and behavior being in a certain tone.

There one can see the exact mechanism how to find the emotion of the person in front of us, how to communicate with him and how to bring him to a level  where practical and constructive decisions are being made.

There is also one very important reason to know the emotions. Each of us without exception has his own emotion
in most of his life.  But besides our emotion, there are situation and social emotions.

If a person falls down on the street his emotions will go down to fear or anger or (the situation emotion) but if
his real emotion is higher he will go up again. The example of this are kids. If they go down to a lower emotion because of pain or other dissatisfaction they quickly get their enthusiasm back with the problem going away.

The social emotion is actually the mask which we are expected to wear or which we put on ourselves for variety
of reasons – this is what we want to hide from the others and to manifest something else.

Which of those emotions do you want to know in sales or marketing?

The mask? You want to now know whom you are dealing with? Hardly. Or the situation? Well, if nothing else this emotion  could help but is variable.

It is good for us to know the real emotion of the client or of the market so that we can communicate with them, with their reality and then we can bring them to our own reality where we want to sell. The result will be action, decision, interest, people thankful for your attention and understanding and future clients.

So use the emotions in your sales and marketing. Logic makes people think, emotions make people act! The right
emotions however!

Once learned and understood this mechanism will bring you real success and joy and last but not least it will
give you a reputation of a person who helps people to express and realize their dreams.

Author:Marc De Turck

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An Important Factor For Success In Sales

30 јули 2018   •   Новости   •   no comments   
An Important Factor For Success In Sales

Blurred or clear is your “ice-cream” when you sell?

You better know the 3 balls of “sales ice-cream”, especially the ball that represents you

Imagine that what you sell to the client is ice-cream, ice-cream of 3 balls. The first ball is what YOU give to the client. The second ball is what your product or service gives to the client. The last ball is what your company gives to the client.

Now imagine that the ball product/service is a constant and all competitors sell the same without any difference. The only thing that changes is what YOU personally give to the client. Is it difficult to think? Yes, it is. But this is very important question. In a world where products and companies do not differ greatly from one another to customers, YOU are the ones who can make things different. read more

The Main Reason Your Relationship Is Going Down

26 јули 2018   •   Новости   •   no comments   
The Main Reason Your Relationship Is Going Down

Relationship is going down and you feel the love is destructive. Who is to blame?

Sometimes even communication does not help us in dealing with our partner and family. In every article, course, and every mentor you can hear that communication is the foundation of happy relationships. And this is the truth itself, but before communication there is one essential factor that is responsible for you and your partner not to “melt together”. Why does a relationship collapse? What is the main reason for this?

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Marc as guest speaker at the Ukrainian WISE convention

28 јуни 2018   •   Новости   •   no comments   

The stage was taken by the speaker from Belgium, Marc de Turck.
(An expert with 27 years of experience in the field of establishing business processes. Founder of a few companies, among which there are Ideas Free Boss, “Leadership and Innovation Center” and others.
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Kirov trilogy ends in apotheosis

18 јуни 2018   •   Новости   •   no comments   

June 14 to 17th.  The Delovoy Business Club in Kirov, Russia  invited Marc J. de Turck to deliver 3 seminars on those days.

First seminar was about how to predict behavior via emotions. More than 40 managers followed the seminar on predicting human behavior so as to be able to recruit, evaluate and foresee the behavior of others.  Success guaranteed.
Local press of Kirov made a reportage. read more

Business Progress Depends On What?

24 мај 2018   •   Новости   •   no comments   
Business Progress Depends On What?

Each firm is a type of organization and its progress is directly related to a particular resource

Organization is “a certain number of people or groups that have specific responsibilities and who are together for the fulfillment of goals or work. They go together in a direction that most of them agree, which will lead to degree of progress in which their consensus and form will be preserved, and to such an extent that it will improve its form so that it can face the threats of its existence and survive. ” This definition is used in the Hubbard Management System. read more

What Is The Common Error When Breaking Into a New Market?

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What Is The Common Error When Breaking Into a New Market?

You have an idea and want to convert it in to a product or service and with it breaking into a new market.

Great! Don’t forget that entering a new market is like starting from zero. read more

Greek managers learn the basics of organising in Athens.

21 март 2018   •   Новости   •   no comments   

Athens, March 20th 2018, Sergio Mazarakis, Andonis Bogdanos and Gianna Papdakis invited Marc de Turck again in Athens, this time for a seminar on organizing.

 

 

 

 

 

 

 

More than 70 managers attended the seminar and are ready to stably expand thanks to the L.Ron Hubbard’s Org Board Technology.

 

Footage available with Sergio Mazarakis.

More info at freeboss.eu.

 

Permanent Make-Up Professionals learn how to postively control emotions.

21 март 2018   •   Новости   •   no comments   

Athens, March 19th 2018, Plaza Hotel.

The organisers of the first International Beauty Blossom Congress  – Nathalie Babenko – invited different professionals in Permanent Make-Up (PMU)  from all over the world.

Marc de Turck as professional in using emotions in business and especially in Beauty Salons was also invited to speak.

 

 

 

 

 

 
More than 60 PMU professionals followed how to use emotions to know your clients-patients as well as how to use emotions to handle difficult situations.

More info http://www.freeboss.eu
https://www.facebook.com/bbcongress/videos/2124222047813613/

 

 

What Is The Main Reason For Bad Communication?

21 март 2018   •   Новости   •   no comments   
What Is The Main Reason For Bad Communication?

Many people try to use different techniques and strategies in their conversation while forgetting about the main reason for bad communication.

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