E + P + E = Sales

Ethos + Persuasion + Emotion = Sales

Aristotle referred to ethos " as the impression of personal character ". Persuasion occurs through emotion. Emotion is what the other person sees in your eyes and body language.

Now once the impression of personal character has stuck in the other person's mind, it is almost impossible to undo. Is your character good and enthusiastic or someone who moans about the weather, the traffic or politicians upon first meeting someone. Personal dogma is best left for family and friends.

Persuasion and emotion are linked by what the other person sees, hears and believes. If you are expounding on the benefits of your product or service, but your body language is conveying boredom, all the other person will see is boredom. If your eyes are scanning left and right and not focused on the other person, they will feel that you don't want them there.

No matter how good you are at talking about benefits, the scarcity, how quickly the deal ends or how the majority of their neighbours or competitors use your product or service, they will not be persuaded if your body language and eyes are out of sync with your words. They won't feel emotion, just an empty hollowness.

Here is the piece of the puzzle a lot of people miss in sales. The other person must believe that you believe in what you are recommending. The wallet is controlled by the heart. To persuade, you must connect with the emotions that open the heart which controls the wallet.

Is your personal character, eyes and body language aligned to persuade the emotions of another ? If not, your sales may be slow.

Colin Myles
Author

P.S.
Don't forget to claim your free copy of THI Trinity of your Success
Download Now