Logic or emotion.. which really sells

by 23 replies
27
Hi folks hope you find this helpful

What's more important? What you know or how you think? Where do you place value- in the facts and figures clogging up your brain, or in the frameworks and perspectives you apply to your considerations of the world?

Plenty of people believe all they need to do is memorise enough data and they'll automatically be a success, especially in the world of sales and marketing. They take this data-oriented approach and they assault their prospects with it, attempting to convince them to buy, buy, buy because their product or service will do X-Y-Z.

Unfortunately these people are sorely misguided. It isn't what you know, it's how you think. Increasing the amount of raw information you throw out there may get you an extra sale or two, but changing the way you think about sales and marketing, reframing the process and aligning it with how your prospects think, will multiply your success.

Move Away From What You Know
And the first way you need to reframe your thinking lies in considering what, exactly, you're actually selling.

From a "what you know" approach to sales and marketing you'd argue you're selling a product or service with a laundry list of practical, measurable benefits.

To read more click here
#mind warriors #emotion #logic #sells
  • Banned
    Value. Value sells above all.
  • Emotion is what makes a person click that Buy button.Its what I think.
  • I think it depends on the person.
    If I had to pick one of the other I would go with emotion. If you can hit the right emotion button for a person, you can sell them almost anything.
  • I think it's emotion. It sells everything.
  • I do not think it is a one size fits all answer.

    Tapping into emotions is critical to inspire action. However, to reach a broad audience, there are lots of people who need facts as evidence that they are "safe" in taking the action that you are asking of them.
  • emotional responce backed up with logical reasoning ..

    we humans use our logic to explain our emotions .. hit someone with just an emotional plea and you might not get anywhere..hit someone with just logic ..and you will be ignored

    kind of like that aspca commericals that where on ever break a few weeks ago..emotional plea no real logic ..they couldn't say " we just got hit with a multi million judgement from the circus because we where trying to put them out of business ...and failed.. now we need money to save ourselves ..please help"
  • I really feel that it depends on your audience. Find out as much as you can about who you are marketing to and then decide which approach will work the best.

    For example, I would think that an emotional approach would work best with those who have special circumstances like hair loss, or some other desperate niche. I'm a mom, and even though my kids are grown, I would still do anything to take care of them and protect them.

    If it's something technical, like engineering, I don't think emotion would work.

    Just my opinion, but definitely a great question because I don't think enough marketers consider this when preparing their marketing materials.

    Best Wishes,
    Jinger
  • people buy for emotional reason and justify it logically .
    • [1] reply
  • Is there a reason for it to be an OR question?
    I believe you need both aspects to achieve success.
    Emotions are good but if you know nothing about selling or your products, you won't succeed.
    You need the knowledge and then you use the emotions to trigger the right responses in your potential clients.
    • [ 1 ] Thanks
  • Emotion, hands down. Logic is what they use to justify the decision.
    • [1] reply


    • EXACTLY. People use emotion to come to the decision to buy and then logic to pull the trigger.

      Most good sales letter hit every emotional trigger to get you WANTING to buy and then use logic (refuting all objections) to get you to MAKE the purchase.

      Many years of studying have gone into the science of buying...it's pretty fascinating
      • [ 1 ] Thanks
  • Emotional response is powerful as long as there's a logical reason behind it... You see, you can't just pick one.

    You need logic in order to continue providing value to what you do and you need passion (emotion) to fuel it.

    Everything has a formula:

    a^2 +b^2 = c^ 2

    That's the formula of life- all the time!
  • When I buy a wide screen LED TV, I'm not buying the energy saving technology behind it, all the mega pixels nor the multiple video signal sources it supports.

    I'm buying the satisfaction of watching crystal clear movies, pride of having this trophy in my living room and the joy of knowing it's bigger than my neighbour's.....that's emotion!
  • I think it is emotion. Even when someone tells you they are basing their choice on logic I believe they what they are referring to as logic is actually an emotional response within. They have reasons to buy and those reasons give them a sense of calm or a sense of "yes this is for me".

    Does that make sense?
  • A combination of the two.
    • [1] reply
    • Logic makes people think. Emotion makes them act! If you can make your buyer FEEL the way that you feel about your product or service they will take action. Top salespeople employ 90% emotion and 10% logic.
  • Both at the same time. Both logic and emotion must be addressed during pitching, closing and after close. Just my 2c.
  • Banned
    People with internet available will always want to prove and search more data to compare before judging anything, especially if they want to buy something. When you give them graph, data, statistics, testimonials, bulk up with the power of copy-writing, I am sure your product will do just fine. I choose logic when it comes to buy something online. It will be a different story in real life, you might go with your feeling when you want to buy some Taco
  • Emotion gets people to buy a product right away. They are excited about it and think the sale might end soon. They buy it right there.

    Logic is for long term sales. People think about something for a while, and slowly get persuaded over time that they need it.
  • Emotion without a shadow of a doubt.

    Focus on people's insecurities and weaknesses, and offer them a solution.

    However, once you've got them emotionally, it's best to also give them a rational reason to buy, in order to justify the rational side of their buying process.
Join the discussion

Next Topics on Trending Feed

  • 27

    Logic or emotion.. which really sells

    Hi folks hope you find this helpful What's more important? What you know or how you think? Where do you place value- in the facts and figures clogging up your brain, or in the frameworks and perspectives you apply to your considerations of the world?