Heart-led Selling

How to sell to the heart effectively

KoRe 7 Ways

by Vadim Kotelnikov

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Love your customers, and they will love you back. Sell to the heart – when your value proposition lifts the heart, the mind follows without resistance.

7 Ways to Earn Much More

③ Sell Bigger Outcomes

"Sell dreams and emotional benefits," advised Steve Jobs, the founder of Apple. People pay more for transformation than for features. Shift your offer from “what you do” to “what they gain.” When you sell outcomes, you stop competing on price and start competing on impact... More

"If you have a structured view of the opportunities in your assets, tell the story in a way that allows a buyer to feel the value, not just see the numbers." ~ Dean Prebble

Advice by Al Ries, Jack Trout and Paul Temporal,
the authors of The 22 Immutable Laws of Marketing

"Emotional marketing is better in many instances than rational marketing that focuses on product attributes. Capturing minds is one thing; capturing hearts is quite another... Marketing strategies without emotion will not work... Emotion stimulates the mind 3000 times faster than rational thought. It's an emotional world we live in. Many people say we live in a rational world but nothing could be further from the truth. Emotions drive our behavior; the world is driven by emotions. Rational thought leads customers to be interested but it is emotion that sells. People really aren't much interested in attributes; they want to know if they can have a product that suits their personality. It is all about values, both conscious and unconscious... Build emotions in your marketing strategies; don't always chase "share of wallet – chase "share of heart". Employ strategies that would make decisions very emotionally driven and remove the rational questions that might drive the prospect elsewhere."