explain this, and everything below might seem like
crack-pottery, but believe me when I say that this works like
I don't know why, but you might be able to exploit that
hidden selling beast inside of you. I didn't say you would, but
In fact, I was a little reluctant to write this post because I
might seem like a crack-pot to people who didn't get what I
Let's say you hang out with a group of friends. Bob is a
person you're comfortable with and he's helped you out so
much in the past.
Tom, on the other hand, you find that he tries to be friends
with you, but you simply don't have that "connection". He's
tried to help you in the past, but he always asks for a
repayment of a favor.
If Bob and Tom are going to sell you the exact same thing,
who are you likely to buy from?
Actually, let's not even say the word "sell".
If Bob and Tom recommends a product to you, and says that
it works awesome for them... on whose account would you buy
I'd go with Bob, if it was me.
Frankly, Bob's a lot more sincere. He's genuine. Tom, he's
sneaky, he's trying to sell me something.
That's how I would summarize the thing. Empathy counts, but
if you aren't sincere, no buyer is going to sense it.
If you don't leak out the traces and scent of being genuine in
wanting to help the other person, your sale is screwed.
If the prospect doesn't believe in your desire to help them,
your sale is screwed.
It isn't even logical - I tried thinking about it, but the only
thing is what everybody else said in the past:
People buy on emotions.
Not any kind of emotion, though. The strong, tugging ones.
The strong, over-bearing confidence in the other person. The
leap of faith that just minimizes every single logical reason.
It's like this pillow that smothers away everything.
The mind starts to invent reasons to believe Bob.
Bob is a great guy. He wants to help me. If it works well for him,
it'll work well for me. Tom is sneaky and shifty. He's just trying
to sell me something.
You could use all the high-pressure sales tactics in the world,
but if someone is completely unconvinced that your solution
OR you are not genuine... You're going to lose to that emotional
part of the brain.
Self-persuasion is a very real reason though.