However, when it comes to airtight emotional cases, we rely far more heavily on unconscious communication, in the form of tonality and body language, than on the words others say. When the sales encounter is over the phone, we’ll use our ten core tonalities to move our prospect emotionally, while the words they’re attached to will move the prospect logically; and when the encounter is in person, we’ll also use body language to move our prospect emotionally, while our words will continue to move them logically.
