Emotional State Is Contagious – A Key Factor In Getting The Business
Getting the deal, getting the YES is way more than just product or price.
It’s also about the feeling you engender, you create, you facilitate in the prospect.
Your prospect needs to feel the two C’s – Confidence and Certain – that you can deliver the benefits you say you can.
The secret to that is – you have to believe you and your company can deliver what you say you can FIRST.
You have to believe in your product, your service and yourself.
That belief transfers like an invisible energy field to the other person.
Your words, your body language, your tone, tempo and volume creates emotions in the other person.
A RECENT FACEBOOK STUDY SHOWS
You may have seen the results of a study UCLA researchers did with
700,000 Facebook users.
They measured the impact of writing positive
or negative posts to the responses of the receivers of those posts on
Facebook data scientist Adam Kramer worked with UCLA’s
Jamie Guillory and Cornell University’s Jeffrey Hancock to conduct the
“Seeing a certain kind of emotion (positive) encourages it rather than
Positive emotion creates positive responses. Negative
emotion creates negative responses.
SO WHAT’S THIS GOT TO DO WITH YOU?
Your confidence and certainty transfers to the other person.
If you want a positive response you need to have a positive emotion running through
your brain and your body.
You have to convince yourself it is a NO BRAINER first.
If you have doubt, anxiety and concern, that doubt, anxiety
and concern will transfer to the buyer.
Confidence builds confidence.
Doubt builds doubt.
TWO THINGS TO CONTROL
You have to picture in your mind the value and certainty FIRST.
Your emotional state is determined by two things:
a. What you are picturing in your mind; the video you are playing
between your ears, and
b. Your body language and breathing
If you are picturing things going wrong, the price being too high, the client
coming back and complaining, that picture will transfer to the other person.
If you are picturing a happy, satisfied client who is loving the house or car
or pagola or whatever you are selling, that too will transfer to the other
Take responsibility for what is going on in your head. Your pictures, your
movies, your breathing, your energy is contagious. What are you putting
If you’re not closing enough deals you might want to check what is coming
out of your head and your heart. Your unconscious communication WILL
be speaking WAY LOUDER than your conscious communication.