From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
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Selling using your words: 7% of your close
From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Selling using your words: 7% of your close
- By now, you probably understand that the talents you need to close prospects are more about acting than presenting. You need to hit the right lines with the right voice and the right body language, and this talent requires practice. And while your words may only represent 7% of your impact, they should be chosen carefully to cancel fear and generate positive emotions. So let's talk about some dos and don'ts of your wording. Don't use jargon, words or acronyms that are not familiar to your audience. For the primal brain, the unknown is the source of anxiety that leads to fear. And you don't want your audience to think "What do they mean?" And don't use fillers such as "eh," "I think," "I believe," or "you know." These meaningless expressions communicate a certain level of unease or anxiety which are low-degree manifestations of fear. Do use descriptive words that carry a positive emotional component. For example, if…
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