HTSS59 - Money is emotional and it leads to objections - Scott Sylvan Bell

<p style="text-align:center;">Money is emotional and creates objections</p> <p>You will hear the phrase people buy with emotions and justify with logic. What is important for you to know is that the emotions doesn’t go away after the deal is made. There is hopes and feelings what has been presented will be accurate. The expectations are set for the performance of the good or the product.  </p> <p>The 5 elements of a purchase </p> <p>When someone makes a purchase there are 5 things that could be included in the deal. You will want to take a look at:</p> <ul><li>Time</li> <li>Effort</li> <li>Energy</li> <li>Risk</li> <li>Status</li> </ul> <p>Buyers want to be made whole when they buy from the promises made. Indemnity is a term from the insurance world and it means to be made whole. A buyer wants to know their purchase is worth the money they have spent.</p> <p>The risk reversal solution </p> <p>The question is if there is a problem how hard will it be to get the money back.  This is why people search for 100% money back guarantee</p> <p>Even with risk reversal there is still a hesitancy to make a purchase. For consumers money buys us necessities and with no money there are no necessities.</p> <p>How status plays with the mind of consumers  </p> <p>In everyday life status gets us just about anything we want. You want to see how your buyers status is changed from your purchase and who you can lose status with.</p> <ul><li>Time – we can buy time back – cut in line</li> <li>Attention – we can see other powerful people</li> <li>Action – we can buy something we need</li> </ul> <p>How judgement of others influences purchases </p> <p>People judge us by our status and stature and how we use it.  People may vocally despise wealth but internally crave it and the attention it creates.</p> <p>When people makes a purchase they want to be seen as not just smart but also rich and wealthy. Consumers want to be seen as good decision makers, they don’t want to be seen as not smart with money.