Comfort is one of the benefits a buyer seeks from a product or service.
A man cam home one day and proudly told his wife that he had taken out a $1,000,000 life insurance policy. “Now,” he said, “if anything happens to me, you and the kids will be well taken care of.:” “Oh,” she enthused, “Now you don’t have to go to the doctor when you feel sick.”
Obviously this lady recognized the comfort inherent in insurance both for the insured and the insurer. At this stage the comfort is emotional, but it can become physical when the company pays the beneficiary who will spend it for products that will give physical comfort.
Other examples of physical comfort are furniture, clothing, autos and famously mattresses. In addition to providing physical comfort by alleviating pain, doctors can enhance emotional comfort by giving their patients encouragement.. Teachers and guidance counselors give emotional comfort when they encourage and inspire their students.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
