About 3 years ago, a family friend of mine came home with a black puppy and asked my mom,
"The puppy is for sale and we're looking for buyers. Until we find a good buyer for it, we have to find a temporary home for it. Since we're here, can you take it for 1 week?"
My mom agreed to take care of it but only for 1 week and didn't even think of owning it.

So from the beginning we had set our mind that the puppy is not for us and we don't want it. No matter how cute and adorable was that puppy, we were still adamant that the puppy is not for us. Although we got a soft spot for it, we always compared it with all the troubles that the puppy created for us. It poops, peeps, bark and did a lot of dirty stuff that my mom found it hard to cope with. My mom couldn't tolerate it anymore and within few days, she called the family friend and asked her to take back the puppy. The lady promised to come soon but didn't mention a specific date.

While waiting for the lady to come, my mom has started to tolerate with the puppy. She started to get used with the puppy and accept it's "naughtiness". Soon, my mom has fallen in love with puppy that she spent most of her time playing with it. She started to think that the puppy is part of the family and took good care of it. Then one day, the lady came and took away the puppy because she got a buyer for it. My mom was sad and emotional. Although at some point, we considered of buying the puppy ourselves, we were not that serious in our decisions. Eventually we lost the "puppy" and my mom feels that she has just lost one of her child. She missed the puppy so much that she even called the family friend and asked about the puppy's well being.

My family understood my mom's feelings and very soon after that we adopted a new puppy. I'm sure that you might have faced the same situation before. Well I call this thing as "emotional selling". If you had read Brian Tracy's "The Art Of Closing The Sale", he describes it as "The Puppy-Dog Close". After reading this book recently, I realized that the family friend has used this technique to persuade us to buy the puppy. Although she failed to sell the puppy, this technique has given an emotional impact to us.

In the same way, if you got a product that can be given to prospects to try out, you can sell the products easier. Once they tried and started to feel comfortable with what the products are giving them, they would just seal a permanent deal for the products. The prospects just couldn't live without it due to the changes, pleasures and benefits that the products had given them.