Top Emotional Factors in Selling?

12 replies
I know Dan Kennedy calls them E-Factors and has these main ones that apply to everyone:

1) Fear
2) Guilt
3) Greed
4) Pride
5) Love, or if you prefer, lust

I'm looking for some more. What do you have for me?
#emotional #factors #selling #top
  • Profile picture of the author gjabiz
    Originally Posted by TakenAction View Post

    I know Dan Kennedy calls them E-Factors and has these main ones that apply to everyone:

    1) Fear
    2) Guilt
    3) Greed
    4) Pride
    5) Love, or if you prefer, lust

    I'm looking for some more. What do you have for me?
    I have nothing. Because, I don't get it.

    Emotional Factors of "selling", or BUYING?

    NOTHING APPLIES TO EVERYONE.

    See the social sciences, like psychology and salesmanship talk in terms of mass behavior; of means, averages, most likely scenarios and some (a few) actually based on scientific research.

    Any given prospect may not come under those "factors".

    Could you cite examples of how these factors are applied? Because, this list, means nothing.

    Are you looking for specific triggers that activate a buying decision?

    gjabiz
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  • Profile picture of the author Alex Cohen
    Originally Posted by TakenAction View Post

    I know Dan Kennedy calls them E-Factors and has these main ones that apply to everyone:

    1) Fear
    2) Guilt
    3) Greed
    4) Pride
    5) Love, or if you prefer, lust

    I'm looking for some more. What do you have for me?
    Sharon Livingston and her team distilled over 600 emotions down to "37 Emotional Benefits Linked to Purchase Behavior". The list is reproduced here...

    http://www.tlgonline.com/download/PTEbook.pdf

    The list starts on page 19.

    Alex
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    • If figure desire is the unifyin' feature on any an' all lists.

      People gotta want sumthin', wanna take action, wanna move from one place to sumplace else, or life is a series of random accidents.

      Deep down, we all know this is what separates us from trees an' ants.

      Thing is, desire can take many forms.

      I desire not to die in poverty with no hope of bein' buried decent. (I desire not to be afraid.)

      I desire faith in my deeds an' actions, despite how I daily shoot people in the face. (I desire not to feel guilty.)

      I desire more guns to shoot people in the face with. (Because they got all the pizza, an' I don't care about the guilt no more -- I jus' want more pizza!)

      I desire that evryone thanks me for takin' the time to provide such considered illumination on this matter. (I am fulla myself, an' I love it when people notice.)

      I desire...yeah, when it comes to love an' lust, the desire is very up front an' direct.

      Further out, desire can be super specific as love, but super nichey or concealed also.

      Like GJA says, nuthin' applies to everyone.

      I guess the same magnetic forces can repel or attract, dependin' on your POV.

      However weird-lookin' the magnets, an' whatever the reason for tryin' to hitch up North with South, what you wanna find alla the time is the BAM of desire gonna make em' move in on one another with zero option for doin' otherwise.

      Jus' gotta remember to keep hold of your pole.

      (I am not tryin' to be lewd here: that is how magnets work constructively.)
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      Lightin' fuses is for blowin' stuff togethah.

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      • Profile picture of the author Memetics
        1/ Survive and protect your genes.

        2/ Replicate your genes.

        Every emotional factor is an extension of these two core drives.
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        First we believe.....then we consider.

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        • Profile picture of the author Jonathan 2.0
          Originally Posted by Memetics View Post

          1/ Survive and protect your genes.

          2/ Replicate your genes.

          Every emotional factor is an extension of these two core drives.
          Although those are certainly influential factors, I think there are also "Spiritual Values/Drives" that transcend them. (Self-Actualization if you're into Maslow.)
          Signature
          "Each problem has hidden in it an opportunity so powerful that it literally dwarfs the problem. The greatest success stories were created by people who recognized a problem and turned it into an opportunity."―Joseph Sugarman
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          • Profile picture of the author MW Ghostwriting
            Emotion is its own 'trigger', so to speak. When you're using sales psychology, you have to keep in mind what people actually want in a given product.

            For example, let's say you're selling smoke detectors. In order of importance, what do you think people want most? Performance, durability, economy, appearance, safety, or comfort?

            Safety is probably a top concern. Now, in terms of emotion, there are different words that evoke different emotions in people. For example, "A smoke detector is good in case of emergency", evokes much less of an emotional response than, "Without a smoke detector, your children and possessions are vulnerable to a disastrous fire in your home."

            There are two aspects to that. While it isn't a perfect example, even with the best wording, there will probably be less of an emotional response when talking about appearance or comfort.

            "Without a wireless fire detector, you will have to get all the way off of your couch to stop the high pitched wail."

            Or, "This is the most beautiful smoke detector on the market. Nothing else compares to its texture and class which blends perfectly with any color of paint."

            These are not as important, typically, to a customer as safety, performance or durability.

            I really hope this provides some value for you.
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  • Profile picture of the author CopyMonster
    How about sloth and anger?

    "The 4-Hour Work Week", "Lazy Man's Guide to Riches" I hear these did pretty well.
    "Lies. Lies. Lies." Successful promotion for Gary Bencivenga and then all the "Us vs. Them" themed promotions eg. bad wall street, bad pharma, bad gurus, etc.
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    Scary good...
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    • Profile picture of the author MW Ghostwriting
      Originally Posted by CopyMonster View Post

      How about sloth and anger?

      "The 4-Hour Work Week", "Lazy Man's Guide to Riches" I hear these did pretty well.
      "Lies. Lies. Lies." Successful promotion for Gary Bencivenga and then all the "Us vs. Them" themed promotions eg. bad wall street, bad pharma, bad gurus, etc.
      Those are two super successful products, that are still relevant today.

      In marketing, you don't have so much as an idea for a product until you know what people want, and you learn that by asking questions.

      This is critical, and cannot be done without asking questions. The reason those books are still huge victories today, is because they contain information vital business skills, and are welcomes to the information age. They will continue to provide massive, stunning value for hundreds, if not thousands, of years to come.

      The term 'lazy' ties in perfectly with this. Many people who buy these books use the information to create greater results, and have no intention of working less.

      Yes, pigeon-holing is the goal, but it must be accurate and useful in order to produce the type of longevity those books have had in just the last 10+ years.

      Some accurate emotions could be: independence; freedom; wealth; excitement; empowerment; knowledge (a predominant drive for many people, especially business experts); etc.

      It's not all about the promise. Understand what people want, and whatever you're offering, deliver more than you promise, and you will create powerful messages in titles such as the examples above.
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  • Profile picture of the author Sara20
    Originally Posted by TakenAction View Post

    I know Dan Kennedy calls them E-Factors and has these main ones that apply to everyone:

    1) Fear
    2) Guilt
    3) Greed
    4) Pride
    5) Love, or if you prefer, lust

    I'm looking for some more. What do you have for me?
    Also, it can be:
    1.Angry
    2.Needs
    3.Popular brand
    4.Greed and Envy

    Also, very important a good and exciting adversiting! And how is about media hipnosis?))))
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  • Profile picture of the author dmaster555
    The "right" emotion is more important than the "top" emotion.

    As a beginner, I wouldn't get too caught up with lists like that, because from experience, I can say that you will be more inclined to try to apply them where they shouldn't be.
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  • Profile picture of the author George Sepich
    Pain. Take away pain of any kind and you are golden.
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    Need Help? GeorgeSepich.com Digital Marketing Solutions From George Sepich.

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  • Profile picture of the author scrofford
    Originally Posted by TakenAction View Post

    I know Dan Kennedy calls them E-Factors and has these main ones that apply to everyone:

    1) Fear
    2) Guilt
    3) Greed
    4) Pride
    5) Love, or if you prefer, lust

    I'm looking for some more. What do you have for me?
    Add Vanity, Envy, and Laziness to your list.
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