I could not do sales coaching without an obsession about words and how they affect people.
Napoleon said, “We rule men with words”.
“The pen is mightier than the sword. ”
Without knowing the force of words, it is impossible to know men.- Confucius
Words are the most powerful drug used by mankind – Rudyard Kipling
Language is one of the most profound influences on the way human beings shape their reality. Your ability to use language skilfully with intention can become one of the most powerful influencing tools you possess.
As people listen to words, they make pictures, sounds, feelings, tastes & smells in order to make sense of the words. While people think they are in conscious control of the decisions they make, the unconscious has much more to do with it than they realize.
It is possible to communicate directly with a person’s unconscious mind, bypassing the conscious mind.
You can control what people are thinking about and how they are thinking about those things and when you do your persuasive ability will skyrocket.
Let me give you an example,
When a prospect brings up an objection it is very useful to move that objection into the past. Then focus your prospect on the future and successfully using your product. Finally, when they have a good feeling about using your product bring that feeling back into NOW.
Prospect says, “Your product is too expensive.” (Bet you’ve never heard that before?)
“Wow, let me get this right, you have thought our product was too expensive.
(moving the objection into the past and hinting that the person could think differently)