Boost Your Sales Game with These Emotional Sales Strategies

If you’re looking to boost your sales game and connect with customers on a deeper level, then look no further than these emotional sales strategies. By tapping into your customers’ emotions, you can create a powerful connection that drives sales and builds long-lasting relationships.

From understanding the psychology behind these emotional sales strategies to incorporating storytelling tips to elicit emotion within your sales pitch, we’ve got you covered.

Let’s Begin…

In this article, let’s begin with this really big strategy…

Something that is no longer true for you but used to be.

I love this one. 

You might say to me, “But you’re talking about emotional sales persuasion here.” Well, I’m kind of going beyond them now with ‘something that is no longer true but used to be’, I’m going into the realm of strategy. And I’m eliciting a strategy that I can apply to my advantage. 

If I Can Get You To Imagine It, Then I Can Leverage It Powerfully 

This question is not just intended to evoke an emotion, but rather it is designed to get you to think of a strategy. If I can make you visualize this strategy, accessing your emotional intelligence by a round about route, then I have the potential to use it in an incredibly powerful way. 

If you ask someone to think of something that was once true for them but is no longer the case, it can be quite challenging for many people to come up with an answer unless they are given some kind of guidance or cue. In other words, without prompting, it can be difficult for individuals to remember something from their past that has changed over time. 

So if I wanted you to do this, I would probably say something like this…

“Hey, let me just show you something kind of interesting and useful. . .”

Moreover, by way of introducing this notion in a gentle manner, I am attempting to persuade you to take the necessary action.

You go, huh, interesting, useful, okay, I’ll try that. 

What’s Something That’s No Longer True In Your Life But It Used To Be? 

So the question you’ll be asking your client is, “What’s something for you that’s no longer true in your life but it used to be? I mean, like for example. . .” 

In order to make sure that you fully understand the concept, I need to provide some examples. Unfortunately, many individuals do not comprehend without the use of examples. Therefore, I suggest taking my lead and using these examples so that everyone can gain an understanding of what is being conveyed.. 

“Like, for example, you used to live at one place but you don’t live there anymore and you’d never go back either. You lived in an older, small apartment when you were younger but you don’t live there anymore, that’s for sure.” They go, “Yeah, yeah, that’s an example.” 

Or you say, “Or, you may have had a really detrimental habit that is now completely out of the question. Maybe you used to smoke cigarettes and it’s something that you would never even consider doing again in a million years. The drastic change in lifestyle indicates how much your habits and choices can evolve over time for the better. Or you used to drink and now you don’t. You wouldn’t start up again no matter what. Or you used to swear like a sailor and now you don’t at all.” Whatever. 

“You used to believe in God, or you used to not believe in God and now you do.” That’s a really potent one. You should exercise caution when handling it, but wow – its power is undeniable! Be mindful when utilizing that one, as you’re essentially playing with fire. 

So you say, “So it’s no longer true that you don’t believe in God anymore, right?” “No. No, it’s not.” Or you say, “So it’s no longer true that you live at that older apartment, right?” “No, it isn’t.” So we’re also associating these with the emotional trigger words why they’re no longer true. 

Turning It Around And Camouflaging What You Did

Okay, now. Say, “I asked you to consider this concept because I wanted you to take a step back and think about it from the opposite perspective. What is something that you strongly believe in, without any doubt? It could be an idea, a principle, or even just an opinion; anything that will make you pause and contemplate its significance . . .” 

Right now, I am essentially attempting to camouflage what I just did by deflecting their focus away from my action.

I’m presenting a quasi-logical argument. In other words, “Oh, and it makes sense that you have to know both sides,” is really what I’m saying. 

“So what’s something that is true for you? What’s something that’s true for you now?” Whatever. And they’ll go, “Well, I’m forty six years old.” “Okay, great. Forty six years old. Okay, perfect.” 

The reason . . . “And by the way, that’s absolutely true, isn’t it? No getting around it?” “No getting around it, that’s true.” 

Turning It Into A Way OF Thinking About Things And Connecting To What You Do 

“Well look, interestingly, I brought this up for you so that you could compare something that isn’t true anymore for you, that’s just not who you are, with something that is true and is who you are, because as I talk with you about this material today, you’re going to find yourself having a particular feeling, like knowing that you’re forty-six and it’s like you have a way of knowing how to deal with it already and there’s another part of you that can just go, yeah, but that’s like that old apartment. Those things don’t matter anymore. I’m not there. I’m forty-six. 

“So as I talk, I’d like you to begin to think of these things like that so you can clearly see how this applies to you. And I like to help my clients with this because it just makes it easy for them to begin to understand what it is I’m really doing for them in a more profound and personal way. Do you know what I mean?” 

Making It True That They Work With You, And No Longer True That They Don’t

What I’m really doing there is a lot of camouflage because all I really wanted to do is get to the point of saying, so when I talk about what I do, you have a way of thinking about it, just like the fact that you know you’re forty-six.

In other words, you know it’s true and I’m aiming what is no longer true at objections.

So if the guy goes, “I don’t know. I just think I want to think about it.” And you go, “You know, you wouldn’t think about going back into that old apartment, would you?” “No, not really.” 

“Yeah, you know. You know how to think about what you just said to me and I think that you begin to realize right now that really what I’m talking about probably feels more like, ‘I’m forty-six. It really is useful and it really is something I should move forward and do.’ Do you agree with me?” So you can see how I’ve transformed their stories into an emotional appeal that drives their decision making process. 

This is rocking powerful. I didn’t need to set any little anchor. I didn’t need to make any noises. I didn’t need to wave my hands. I didn’t need to do anything. I could have done all of those, but all I had to do was bring it up, what’s true for them and what isn’t any more, and that’s all it takes. 

Eliciting Negative Emotions 

Another emotion that you can elicit is fear; or you could evoke sadness. It is essential to exercise caution when attempting to evoke negative emotions; one must be extremely mindful of the potential impacts this may have. These feelings can be powerful and potentially damaging, so it is necessary to proceed with extreme care and thoughtfulness when trying to bring out such different emotions. 

This never happens when you elicit a positive emotion and establish a personal connection of that emotion with you. As such, caution is of the utmost importance as you don’t want to end up doing more harm than good. 

It’s imperative to exercise extreme care when handling this situation so that you are able to avoid any negative consequences and it is always better to elicit positive emotions. But if you have an away from person, okay, then go ahead and elicit it. Back the ambulance up to the door just like I’ve taught you and there would be an example where you could evoke emotion and elicit even more fear. 

Eliciting Emotions Through Emotionally Charged Words Or Stories 

As I said before, you can ask prospective customers about these states directly to elicit a certain emotion and you can use emotionally charged words about the emotions to elicit them, so I mean to tell you that you have a really power packed way of going about this. 

What’s It Like When You Feel…? 

I want you to begin, though, asking this question to elicit emotional states: “What’s it like when you feel? What’s it like when you feel? What’s it like when you feel really excited about something? What’s it like when you feel passion and you feel passion burning inside you and you want it? What’s it like right at the moment that you make the decision to buy something? What’s that like?” 

And by the way, that sort of combines decisions and buying into one big thing, one big emotion. That’s how emotional persuasion works. 

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