One of the biggest misunderstandings in the world is selling!!

You'll hear a lot of people say they hate selling. Or they'll give up because they're not breaking through to their prospects and getting them to buy their stuff, or join their opportunity.

The truth is, it's not as difficult as you're making it. Especially once you know the truth about sales. And that truth is…


What the heck does that mean?

It means that people don't make buying decisions based on logic 98% of the time. What do they use!


Emotion, in fact, is the driving force behind almost every decision you make. And buying is essentially a decision of whom you will give your money.

So the secret is that when you can bypass logic (which isn't all that hard) and can tap into the emotional parts of someone's brain…then your chance of making sales increases dramatically.

Logic only comes into play at the end. To justify the purchasing decision that they've made through emotion. Not the other way around!

Of course, the trick is to tap into the right emotions that get people to whip out their credit cards. And you guessed it; I'm about to tell you exactly how to push some of your prospect's emotional hot buttons that trigger them to hit the buy button!

Emotional Hot Buttons That Get Your Prospects to Buy from YOU!

#1: “What's in it for me?” Syndrome!

The truth is that we all have this mentality in us. And we all buy based on this way of thinking! Truth be told, you are thinking that right now as you read this article am I right? 🙂

But let's look at this in an emotional sense. We all have dreams for MORE!! More money. More time. A bigger house. A nicer car! You name it. We want something that we don't have.

The “What's in it for me” mentality grabs attention. This is why nearly every headline uses the word MORE! “Get More Leads” “Make MORE Money” “Get MORE Free Time” “Lose MORE Weight!”

So don't judge your prospects because they're somewhat selfish at the beginning because if they weren't, they'd probably never pay attention to you in the first place 😉

#2 Know, Like, and Trust!

This part is essential if you want someone to buy from you. Let's break it down a bit, shall we?

KNOW: Repetition alone (getting in front of prospects often) can help you build the know! This happens with email marketing by using your auto-responder to send daily and weekly emails.

LIKE gets built simply by showing someone that you care. That you identify with them. In the marketing world, that means they see that you can relate to their struggles and that you believe in the same dream that they're trying to achieve.

This element can also be built through The Law of Reciprocity. We tend to like a person who gives us something VALUABLE! A gift (hence your lead magnet on your capture page!)

TRUST is built by being credible. Being seen as an authority in some niche. You can see this in action every time you see a commercial or ad where they're marketing a medical product. What do they always feature? A doctor in a white coat! This is a person that we've looked to as an authority figure nearly our entire lives.

But you don't have to be a doctor or even a professional. You just have to prove that you know what you're talking about! That gets done by providing value primarily through videos and content.


One of the strongest ways to influence a buying decision is to show that other people are using your product, or joining your opportunity.

People almost always look to see what others are doing before they act. We, humans, love to follow a crowd. It's used as evidence by our minds that we're making a SAFE decision.

In our world, testimonials are one of the greatest ways to use social proof. Show your potential customers that others are having a good experience with your product and it could easily push them over the fence into a buying decision.

Testimonials do something else very effectively…


We all need to feel the hope that we can achieve our dreams. That there's something better for us down the road. That we can eventually be fulfilled.

Entire presidential campaigns have been built on HOPE! (Not that they ever deliver…lol. that's not a rabbit hole we will go down in this post)

People go through their entire days (and sometimes nights) in despair. Wondering how they'll get out of their current situations. When you can change some of that despair to hope, you quickly build goodwill with prospects.

And when you can deliver on that hope in even the smallest way, they'll be bonded with you like glue!


This is also known as SCARCITY. People hate to feel like they're about to miss out on something.

When your prospects feel that something is about to be taken away, is rare, is exclusive, or is about to get a huge spike in price, it'll cause them to act NOW instead of later.

For brevity, I need to provide no other example here than BLACK FRIDAY! 😉

People go to stores and practically are willing to beat other people up to save on that big screen TV because it's only available for a limited time.

Now that you're aware, you can start adding these emotional hot-buttons into your marketing messages and watch your sales surge!

Additional Resources For Selling Online

✅ Metricool Social Scheduler – Learn More Here

My tool of choice for auto-posting to my social media profiles. You can post images, text posts, upload videos, and much more. Amazing tool for social automation and driving more organic traffic to your content on auto-pilot.

✅ Deadline Funnel – Learn More Here

Using REAL scarcity in your marketing with integrity is one of the most powerful aspects of making online sales. By far one of my favorite tools. It fully integrates with your email autoresponder and works amazingly well.

✅ HBA Funnel Builder – Learn More Here

All in one funnel builder for capture pages, product creation, and selling products. If you are just starting out and looking for the right tools I recommend this tool. The owners are AMAZING people and good friends.

If you got value from this blog post, please leave me a comment and feel free to share it with your friends.

You rock,

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    6 replies to "Five Reasons Why People Will Actually Buy From YOU"

    • Elisha de Jonge

      Great article Mark

    • Dean Rittenhouse

      Several decades of selling experience has taught me that emotion only gets you so far. The best method is to use emotion to peg the buying meter really high and then show them how to justify their emotion-driven decision with logic. Then there is a lot less buyer’s remorse and lot lot more long term respect for you as a sales professional.

      • Mark Harbert

        Yes, totally agree. Great points.

    • Ray Helton

      Hey Mark… you hit the nail right on the head with this article, well done my friend… this will help a lot of entrepreneurs… those that take heed of course.

      Thanks for sharing Mark.

    • Jon

      How do you create urgency?

      • Mark Harbert

        Have a timed offer. In other words, you only make something available for a period of time. The offer expires after that. Make sense?

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