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Why People Buy From You: Reason 3: They Like The Way You Make Them Feel
Whether somebody is buying a couch, a home or a car from you, they are buying the dream of how they are going to feel with the product. If you make a person feel good, they will associate that feeling with the product and be more likely to purchase it if that is what they were in the market for. They may even purchase it impulsively. Remember, reason number 1 and 2 are important, but reason number 3 is vital. They love the way the product makes them feel. They love the way you make them feel.

It is your job to make the person feel good when they are buying from you. That is the job of a salesperson! You have to convery “Get this product and you will feel wonderful. It will change your life. It will fulfill a need for you. It will save you hassles and countless number of hours. It will better your education. Ultimately you will benefit from the product. You will love it and the way it makes you feel.”

I want to feel good when I buy something, even if it is an exercise machine, for example. I want to feel good when I am using the product. If someone can make me feel inspired, uplifted, positive, mesmorized, awakened, healthy, loved, cherished, joy, and/or happiness when they are telling me about the product, I will associate that feeling to that product. If it is something that I think I need, want or can use, chances are I will buy the product right then and there and they will get the sale. Everytime I think or see that product in my mind’s eye, I will associate that feeling I had when I was first introduced to the product. I will feel good. I will feel happy.

Now think about it, no non living thing (that I will call a product) can make a person feel anything. The emotion a person feels is living; it’s organic. You may argue with me and say, “no way–when I look at a beautiful corvette (which is non living) I feel great. I see the beauty of it and get totally inspired and awestruck. I feel this way with a beautiful motorcycle too.” Yes, I totally agree with you and I feel the same feelings when I see the same things. There are some beautiful corvettes and bikes out there that is for sure. But how can it be that these items make us feel a certain way?

The answer is, somebody behind the scenes created this feeling for us when they made the product. That’s right. There is a human being creating the feelings you may experience when you look at a corvette or a bike. That’s why each year the corvette is different or the bike is different. People are creating different emotions you may feel depending on the look of the product.

Why else would people spend $50,000 on a motorcyle? They can easily pick one up for $8000.00. Hmmm. Perhaps the one for $50,000 makes them feel incredible? Perhaps the bike for $50,000 is a dream come true, a sense of freedom, beauty, safety, luxury and prestige all in one little package? It just makes him or her feel good. And if you are selling someone this product, how you make them feel while you are demonstrating the product is paramount. You have to give them all that it’s worth. Don’t devalue the product or the dream by the way you are being. No–rise up to the occassion of what others have created in the product and give that to the customer. Make them feel incredible and they will.

Keep making people feel incredible if you are offering service for the product. Please do not stop at the sale. Why? Because people are worth it. Resources used to create the product are worth keeping it valuable. And there is no reason not to. Dreams can go on and on for a lifetime. Don’t stop the dream at the point of sale. Keep it going for the lifetime of the product and even the person if that’s possible. Dreams are worth dreaming, aspiring toward and achieving. There will always be another dream to replace the old one once it is achieved. In terms of sales, this may mean the person coming back to you five years later for the newest and latest version of their dream.

Thanks for reading,
Cindy Makonin, M.Ed.