Are purchasing decisions primarily emotional or logical?

Today's question, I want to ask you.

Do you believe that purchasing decisions are primarily emotional or primarily logical?

And when I ask that at live events, I normally get a pretty broad spectrum. I have some people who tell me they think that it's mostly logical although those typically are in the minority. A lot of people tell me that its an equal balance and then I have groups of people who will tell me its 60% emotional, 40% logical. 75% / 25%, 80% emotional 20% logical and I normally have a few who will say, "its really 100% emotional!"

And the most recent research actually backs that up. If your client or prospect is making a decision to move forward. Because the recent research tells us at the moment that a client decides to move forward that decision is actually 100% emotional. So here is a question that you should be asking for yourself:

What are you doing in your sales process to tap into your client emotion and specifically to tap into your client specific compelling emotional outcome?

And that is one of the things that we find as we begin to work with persuaders or people of influence that they are missing in their process. So this is an area where you can go and deconstruct and reconstruct your processes and add a very sufficient effectiveness layer. On top of what it is that you are already doing.

So the question for you today is, if you believe the research that has come out most recently that at the time somebody makes a decision, if it is a yes decision that is actually driven 100% by emotion. What are you doing in your process to tap into your clients compelling emotional outcome? And if you think to yourself, "I am not doing much!" one of the thing you can do is go to the website and search for the phrase 'floodgate experience' and 'compelling emotional outcome'. And you will find there is a lot of stuff that we teach specifically in that area to help you find the results that you are looking for.

About The Author Bob Cobb has been a professional sales person his entire life. He has won numerous awards as a salesman including Rookie of they Year his first year in business, Salesman of the Year on several occasions and Manager of the Year as a sales leader. He is the author of several books and audio series on the sales process. He began his journey into hypnosis in 1994. Received a Master's Certificate 1999 and was certified as an Instructor in 2003. He is creator and head trainer of S.H.I.P System of Hypnotic Influence and Persuasion and the Strategic Unconscious Rapport Formula (SURF System).