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The Skinny: In this section, you'll learn what "hot buttons" can be added to your sales message with the express purpose of making your prospect feel good.
I like to feel good. So I do things that make me feel that way -- from brushing my teeth with a toothpaste that I like to wearing a jersey with the name of my favorite team to using a high-powered weed-whacker to make my lawn look great.
I also try to avoid all the things that make me feel bad. I think most of us are the same way in this regard. We like to feel good and follow pathways that get us to a place where that need is satisfied.
If It Feels Good, Buy it NOW The quest for "feeling good" is what makes us tick a lot of the time. We buy a vast range of products hoping they'll improve the quality of our lives by helping us to feel better about ourselves or by making some tasks easier.
Wendy Liebmann, president of the consulting firm WSL Strategic Retail, told U.S. News and World Report. "For consumers, when it comes to buying luxury goods, special services, or even expand-your-horizons experiences, "don't put off till tomorrow" has become more than a homespun aphorism; it's become a way of life."
Food For Thought: The Pleasure Principle If consumers are oriented to feeling good, that's what you should be selling -- products and services that help them avoid pain and enjoy pleasure.
As the saying goes: Give the people what they want!
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