Photo by Mariano Arriaga at http://www.sxc.hu/profile/elbrus5
Businesses that have raving fans understand human emotion. How else does a company like Apple charge up to 3X as much for a machine with the same “specs” as a Windows based machine? How can Apple not have focus groups but still get customers to focus so much on their products even before their launched? How does an author make money by giving away his book? How do churches, ministries and non-profits in general get people to give them money?
In order for your business to grow you must do more than build a better widget or write a better book. You have to understand the person you’re trying to reach with your message. When we take the time to study our customer as much as our craft our business has a much greater chance.
Maybe you need a sales coach to help you figure out how to understand your customers better. Maybe you need to get off your butt and go talk to some customers without trying to sell them anything. Ask these questions;
- How do you feel when you buy our product?
- Why did you buy from us versus our competition?
- Why do you keep doing business with us/me?
- What would make you feel better about working with us?
You won’t like everything you hear but it will make your business better and you’ll treat your customers better.
What questions are you going to ask your customers?
My name is Andy Traub and I help people tell their stories in a way that maximizes their impact. If you'd like to create your own custom channel to reach the world then I can help. Just 
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Andy,
I believe that your opinion is well founded; people connect to eachother and make decisions predominantly off of emotions and, thus, emotions dictate success. Although some moderately successful salespeople fulfill the negative stereotypes, most high successful salespeople understand the significance of putting their customer’s feelings and emotions before their own, creating the charismatic touch that garners solid true followers and referral generators to bring them to the next level of success.
Well said.
To your success,
Sincerely,
Andrew Shigeru Christison
@Andrew Shigeru Christison Thanks Andrew. I agree you can definitely be negative and still sell well, just never as well as being positive.