Getting to the Emotional and Logical Value Greater Than Your Asking Price.

Is the Investment to Purchase your Product Priceless? Welcome, if you are landing on this article and haven’t read the first two about creating the relationship and creating compelling reasons to purchase your product you can click the links. Phase 1: Creating the Relationship. Phase 2: Creating a compelling reason to buy. As you walked through the decision process with your buyer you will note that there are a couple of things that seem to be coming up again and again. The problems that you are solving are going to be either a logical problem (is it logical to purchase the product?) or emotional problem (is the product going to solve my emotional challenge?) To put this a different way, if the buyer is going invest their dollars with you will there be enough value for the MSRP to be ok? Here is where the test of your offer meets its first challenge. If you were able to create the emotional and the logical value high enough, where the customer believes the MSRP is under the perceived value they will jump through all types of hoops to hand over their money. If they believe that you are the only one that can solve this issue there will be no objections and they will purchase willingly. If however, you haven’t been able to answer both the logical and emotional questions, there will be objections that you will need to overcome. Let’s break down the Logic and the Emotional points of the sale and what that actually means. Logical Value Logic is one of the first parts of the brain that operates but may not be the first thing to create a buyers desire to make that purchase. It will, however, wake the buyer up in the middle of the night, in a panic, asking how am I going to pay for what I just purchase? They may also wake up thinking of the return on the investment and realize it was a poor choice to make that purchase. So while we all may know that emotion is the primary reason a buyer make the decision to purchase, logic will allow them to feel good about themselves and the purchase once the emotion has worn off. Think back to one of your many purchases. I would be willing to say that everyone that is reading this has, at one point in time or another, experienced buyer’s remorse. If we are to dissect why you felt bad, it is usually due to either the fact you could not afford to make that purchase or that you found it wasn’t as highly valued as you perceived it to be. Point in this is that the investment a buyer makes must meet the minimum logical perceived value. To avoid this mistake, be sure to include the financial value within the 2nd phase of the sales process. Emotional Value In emotional buyer’s, we discuss the different emotional reasons a buyer will make the decision to purchase. As an overview […]

Getting to the Emotional and Logical Value Greater Than Your Asking Price. See more on: MasterMind Digital

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