Emotions are a powerful force.
Long before they can speak or read, infants can recognize emotions in other babies at just five months old. Recognition of familiar adults’ and adult strangers’ emotions kicks in at six and seven months.
It’s clear that our feelings are right there from the start. Prospects obviously aren’t infants, but the best way to move them toward a purchase decision is still to appeal to their emotions.
Make no mistake — logic matters in buying decisions, and you’ll have to prove ROI and demonstrate how your product fits into a prospect’s business plan. But there are a few conversational tricks you can use to appeal to your prospect’s emotions over their intellect, according to this infographic from BLUE.
For example, use short, basic language instead of complicated phrases. “There’s more” is more effective than “additionally,” while “better” trumps “superior,” according to the graphic.
And as salespeople know, choosing your words carefully is essential to closing deals. So what are the 10 most emotionally effective words a salesperson can use? Here they are in no particular order.
Check out the infographic below for even more tips on powerful words and emotions salespeople should strive to trigger in their prospects.