Jordan Belfort says that there must be an airtight logical and emotional case for a sale to be made. .
I have trouble building emotional cases. Or at least I don't understand them.
Usually, what happens is that I have no problem making people admit that they want what I have or that it at least makes sense. I've had people get visibly really excited (like WOW,is that for REAL?) and yet still screw up the sale.
Sometime they seem to want the offer, they want to buy, but they somehow convince themselves out of principle of not buying on the first call. Some even seem to be aware of what is happening and hangup pre-emptively. I get the feeling it's almost like a point of honor for them as if buying now made them gullible or a lesser being,either that or they simply don't trust me enough to part with their money.
Other people I have trouble closing are simply deadpan. They'll acknowledge the benefit of the product, the savings, etc calmly in the most polite tone possible, but when I try to close, it's always ''Too bad, if you want the deal, you'll send me something in writing first''.
So what motivates people? And how can you help along the process? Am I just coming in too forcefully? Any other thoughts?
It feels almost like trying to motivate a friend to workout. You can easily get them to agree to the benefits of wokring out, you can give them free passes to the gym. You can even offer them a free lift each and every time they want to go to the gym. But you know in your heart that they won't do anything before the doctor tells them they will have to lay off the burgers or they will die (and even then, for certain things, like cigarettes, even risk of death does not deter the user).