From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
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Influence with your charisma
From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Influence with your charisma
- What we have covered so far is a step-by-step process to help you define what you should say when your prospect needs a final nudge to commit. Sadly though, the unconscious primal brain is preverbal, so the actual words you'll be using will have a limited capacity to lower the fear of regret. While facing a scary barking dog, have you ever heard, "Oh, don't be afraid, he won't bite."? Would you then reach out to pet the dog? Fear cannot simply be addressed with rational information. To deliver an effective message, you need to use your best charisma or energy. And charisma and energy are conveyed by your tone of voice and body language. And those factor are even more important than your words. The now famous, even if often misinterpreted research from Albert Mehrabian, a UCLA psychology professor, revealed that your message impact can come at 55% from your body language, 38% from your tone of voice and only 7% from the…
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