Should You Use Emotions to Sell Your Products?

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Image credit: Publix supermarket 2013 Holiday commercial

Here in the Southeast we have a supermarket called Publix.  Publix does a brilliant job of evoking emotions in their television ads, especially around the holidays. The commercials pull you right in, as if you are standing in the kitchen, decorating cookies with the kids, putting lights on the tree, getting the turkey out of the oven and waiting on grandma and grandpa to arrive at your house for the holiday festivities to begin.  The commercials get better and better every year. They completely touch your heart, make you smile and remind you to start planning what you will be making for your holiday dinner. 

Emotional selling is a great form of advertising and is an exceptional way to sell a product or service however few companies understand how to fully use emotional selling.

The point of emotional selling is to trigger at least one of the five emotions:

  • Love
  • Pride
  • Fear
  • Guilt
  • Greed

To help you decide whether you should use emotions to sell your product or service think about how you can trigger at least one of these emotions when talking about your product.

To give you more ideas on how to sell your products using emotional selling here is a list of commercials that are brilliant at triggering emotions.

View the Thomson commercial

View the Publix commercial


View the Target commercial

View the Coca-Cola commercial

Remember, people buy because they have emotional wants. You will be most successful when you trigger these emotions in your potential customers.

If you would like to learn more about emotional selling we offer training, coaching and workshops on the topic. Contact us or email or leave your question in the comments section below.

“Mankind are governed more by their feelings than by reason.” ~ Samuel Adams

Shelly Miller

Shelly Miller

Entrepreneur, marketer and social psychologist - I help you make the most of your business with marketing, online and offline.

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