How do you get someone to buy something? You have to get them emotionally involved.
People use their emotions to buy what they want and then use their logic to back up the decision they've made.
Want proof?
Does anyone really need a Hummer vehicle? It's huge, expensive, lousy gas mileage, and a lot of people think it's downright ugly. So why do people buy them?
Probably ego which is one of the strongest emotion. Logically, no one would buy a Hummer. Logically everyone would buy the safest most fuel efficient, most reliable car available. But they don't.
How about homes? Do people buy the house that is best for them? Nope! They buy the one that fits their style. The one that fits the image they want to portray to the world. They only use logic to justify the decision to themselves.
If you want to sell something, get the prospect emotionally involved. Make them see themselves in the house, imagine where their furniture will go. Stress the potential of entertaining space or what it will feel like to come home and jump in the pool or maybe a hot tub after work.
There are many reasons people do the things they do: love, pride, ego, lust, and many, many more. Use as many of these emotions as you can to hit your prospect's "hot" buttons. Do this and you will sell a lot more houses. Guaranteed!
Life is a journey. Open the windows and enjoy the breeze.
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