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Desire to belong...

Posted by Amanda Abiola on August 9, 2017 at 9:30 AM Comments comments (0)

Let me make a few observations that are critical to understanding this next psychological trigger. First you buy from an emotional level, you have learned that the purchaser using emotions to buy using logic.

 

Often the buyer who uses logic to justify a purchase knows exactly logical justification for buying the product but does not realize the emotional reasons.

 

Some of this really common sense, but too often we dont look at the core motivatio...

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Linking...

Posted by Amanda Abiola on August 3, 2017 at 12:30 PM Comments comments (0)

One of the very critical techniques that I have used in my mail order ads is a process called "Linking". It is a technique of relating what the consumer already knows and understands with what you are selling to make a new product easy to understand and relate to.

 

Fads are very powerful and you have to understand the basic concept of linking. But how does this help in the selling process when there isn't a fad? And how could this trigger be used in a personal sellin...

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Santisfaction conviction...

Posted by Amanda Abiola on August 3, 2017 at 4:45 AM Comments comments (0)

A satisfaction conviction conveys a message from you that says "Hey I'm convinced that you will like this product that I'm going to do something for your benefit that will surprise you and prove how incredible my offer really is."

 

If my potentioal customer after reading what I said in my satisfaction conviction thought something like "They must really believe in their product" or "How can they do it" or But be careful "They are really going to get ripped off by the c...

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Creditibilty...

Posted by Amanda Abiola on July 31, 2017 at 8:00 AM Comments comments (0)

Creditibilty means truthfulness...

 

Does the consumer really believe you? Rash statements, cliches, and some exaggerations will remove any credibilty your offer might have had.

 

One of the biggest factors that can affect creditibillty is not resolving all the objections that are raised in your prospects mind, so that they think you are hiding something or avoiding an obvious fault of the product or service. You need to raise all objections and ...

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Greed...

Posted by Amanda Abiola on July 28, 2017 at 5:40 PM Comments comments (0)

Greed, in the form of attraction to bargins is a very strong motivating factor.

 

Many times I've brought things I didn't need simply because they were such a bargin. you might even be like me and often fall into the trap.

 

But don't hasitate to recognize greed as a very strong factor either for low priced merchandise, or for expensive products that have low prices. Too low a price may diminish your credibility unless you justify the low price. ...

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Justify with logic...

Posted by Amanda Abiola on July 27, 2017 at 4:55 AM Comments comments (0)

Ok, now we get serious I mean really serious because this blog is about logic and its use to justify a purchase. Logic is serious its a lot more serious than emotion and it is powerful way to justify an emotional purchase.

 

One of the questions that pop into the mind of the prospect as your are making a sales presentation is a question "how can I justify this purchase?" If you don't raise it and then resolve it you will give the prospect the excuse "to think about it"...

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Emotion...

Posted by Amanda Abiola on July 26, 2017 at 3:45 AM Comments comments (0)

Sometimes things just pop out of your brain. Sometimes things just happen. This blog is about emotional triggers in advertising.

 

But the subject shouldn't be as emotional as i'm amaking it out to be .There are just three points to remember about the subject of emotion in advertising, which relates to the subject of personal selling.

 

1. Every word has an emotion associated with it and tells a story.

 

2. Every good sales ...

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Proof of value...

Posted by Amanda Abiola on July 25, 2017 at 9:55 AM Comments comments (0)

Even if you are a multimillionaire you want to know that you are not being taken advantage of and even more importantly that you are getting value for money.

 

In my advertising I always want to convey through examples or by comparision that what the customer is buying is of good value.

 

A tyipcal element in one of my ads is where i compare my prices to products with similar features and pint out that im providing a better value. By comparing yo...

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Authority...

Posted by Amanda Abiola on July 24, 2017 at 12:35 PM Comments comments (0)

There's always something you can say about your company to establish your authority, size, position, and intention. The consumer loves to do business with experts in a particlular area.

 

Establishing your authority is something that matters, it doesnt matter how big or how little you are. If you really examine your company, you will find something you can say that establishes your authority and expertise in what you are selling.

 

Then after you ...

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Storytelling...

Posted by Amanda Abiola on July 21, 2017 at 9:35 AM Comments comments (0)

There's an expression in Hawaii that I've used quite often, "Joe, we gotta talk story".

 

People love stories, and one of the really good ways to relate to your prospects is to tell a story. Just as a picture is a thousand words, a story can be invaluable and often creates an emotional relationship that keeps your prospect riveted and listening. Stories create human interest, in childhood, stories read to us by our parents were what we fantasized or even saw the world...

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