You’re a salesperson – period! ‼️
And when speaking with a prospect, you’ll find that the sale is way smooth when you touch on some of these emotional triggers.
Table of Contents:
6 Emotional triggers why people buy:
1. Greed
We’re all a little bit greedy. 🤷♂️
Everybody is motivated by self-interest.
If you can make the prospect see that they will be rewarded or will personally gain something by investing in your product, they’re more likely to make a buying decision.
2. Fear
Fear is a great motivator in getting people to make decisions.
If you’re able to make your prospect see what they stand to miss out on if they don’t take action, they’re more likely to go ahead.
We all get FOMO, right? I know I do! 😂
3. Altruism
Helping other people out is something that all of us love to do.
(Well, most of us lol)
And if your product is able to help the customers of the prospect you’re speaking with, that’s going to be a powerful trigger that will get them to consider purchasing.
4. Envy
This is a huge one. 👌
A great way to trigger this emotion is to compare the prospect’s performance with that of a competitor.
Business owners naturally don’t like to be compared with other business owners, especially in an unfavorable light, so it makes them want to take action to get an advantage.
Also, it’s worth mentioning if you’ve worked with a competitor, as they’re not going to want the competition to have an edge over them. 😉
5. Pride
Pride and recognition are a great way of getting people to make a decision.
If you frame the benefits of your product or service in a way that shows the prospect how they’ll be recognized or seen in a positive light, they’ll be more likely to buy.
Everybody likes to look good in the eyes of their peers! 🙌
6. Shame
Last but not least, shame is a powerful trigger that gets people to make a decision.
(This personally isn’t one that I like to use, but I’ve seen other people use it successfully.)
If somebody feels like they’re going to appear as not being good enough, they’ll go to great lengths to make sure that doesn’t happen.
Making the same mistakes they’ve made before, not succeeding in the future, or letting other people down…
All-powerful things to make people take decisive action. 💯
I’d only recommend using this one if the prospect is making a really, REALLY stupid decision by not purchasing that’ll lead to catastrophic consequences.
It depends on what you’re selling & who you’re selling to when it comes to deciding which of these triggers you need to hit…
But if you can touch on two or three of these when speaking to the prospect, you’ll notice that people want to buy from you, instead of you having to try and sell to them.
Hope this helps! 🙂
(P.S – These are really handy for when you’re writing sales copy, email marketing too – not just for face-to-face sales!)
