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Disclosure & copyrights: Image rights by Ralf Koschinski. Text originally from: “Music is in sales: Reaching customers emotionally” (2015), published by Haufe Verlag, reprinted with the kind permission of the publisher.
Music is in Sales: From Perfection to Attraction
By Ralf Koschinski (More) • Last updated on October 24.09.2023, XNUMX • First published on 22.07.2015/XNUMX/XNUMX • So far 5856 readers, 1108 social media shares Likes & Reviews (5 / 5) • Read & write comments
Perfection alone does not decide about that Success – neither in sales nor in music. The ratio, i.e. perfection, always needs emotion, i.e. attraction.
Perfection is not critical
Perfection alone does not determine success - neither in sales nor in music. The technical Background and ability alone is only a basis - even if it is so perfect.
The ratio, i.e. perfection, always needs emotion, i.e. attraction. Only the resulting combination effect on the People triggers decisions and brings movement in the desired direction.
How often draw up Companys Offers that are bursting with technical information. Inside are sales departments for sure, are on it Seller trained.
People move people
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But where is the concrete help, where is the benefit for the customers, where the attraction that makes this offer incomparable for him? Only those who manage to offer moments of surprise again and again, to stand out from the crowd, to set a bang and thus perhaps set a new rhythm are convincing in sales.
People move people here - and not the products. Only then will sellers and companies become the attraction with their perfect products and presentations.
To make customers into fans
Successful singers and bands have fans who follow them everywhere, download their songs, buy CDs and attend concerts. Real fans take a lot for themselves and even inconvenience in purchasing: They stand for hours to stand in the front row. They eagerly wait for the new play.
But technical perfection alone is not enough. Only if strong emotions come into play, that can be done Audience permanently captivate, the musician becomes an attraction.
How is it with sellers? Perhaps the company has conducted a customer satisfaction analysis and done well. Customer satisfaction is not easy to measure.
An indicator is the degree of recom- mendation. If this is high, it can be deduced from the fact that the seller or the company actually has real fans.
Why only ratio and emotion lead to the positive decision of the customer
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A sustained enthusiasm is the safest way to bring salesmen together with a combination of rationality and emotion. If the effective force hits the customer's values and motives in a moving way, trustworthy purchase decisions fall.
Every seller has the opportunity to impress his counterpart, to be important and influential for his customer. He can encourage, inspire and give customers or buyers different, new (emotional) experiences. It's about for that Brain the buyer to be “more important” than the competitors, in order to increase the chance of winning an order.
It is no longer enough to simply communicate technical information to highlight the uniqueness of a product, system or service. Quite simply because they no longer unique are.
Seducing with emotions and convincing with facts - that drives customers to lasting loyalty.
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Here writes for you
Ralf Koschinski is a business graduate, coach and medium-sized business consultant. He is a certified management & business coach and medium-sized company consultant. Owner of VERTRIEBSMEISTER®, institute for corporate development, and partner of the UMSATZMEISTER method institute for potential development. The technical business economist (IHK) and business graduate (FH) developed the ratiomotion® method. As a multi-certified trainer (including NLP practitioner, INSIGHTS MDI® DISG consultant), the holder of the quality certificate of the Q-Pool 100 business trainer supports companies with technical and design-oriented products in realizing their sales goals. He recently linked his know-how in sales and as a trained professional musician (trumpet, guitar, vocals) in his book “Musik ist im Vertrieb”. All texts by Ralf Koschinski.
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2 Responses to "Music lies in distribution: from perfection to attraction"
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Music is in the distribution 3/3: From perfection to attraction: Perfection alone does not determine the E ... - Exciting contributionAGNGNKIm1A
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