I first need to tell you a bit about auto-suggestion and how it works (from Lesson Two).
Suggestions is a principle through which your words and your acts and even your state of mind influences others.
Your words can influence someone in a positive or negative way, right?
The way you act can also influence an individual. For instance, look at the sports world where a simple catch, made basket, pitch, and hit can send millions into a euphoric state of mind.
Moving forward….when your mind is vibrating at a high rate, because it has been stimulated by enthusiasm, that vibration registers in the minds of all within its radius, and especially in the minds of those with whom you come in close contact with. When a public speaker “senses” the feeling that his audience is “en rapport” with him, he merely recognises the fact that his own enthusiasm has influences the minds of his listeners until their minds are vibrating in harmony with his own. Look at some of the greatest speakers in human history such as Winston, Martin, even Tony Robbins. They can move an audience, get a rousing ovation, make them cry, and even force them to do things.
Lets shift focus to salesmanship. When a salesman “sense” the fact that the “psychological moment for closing a sale has arrived, he feels the effect of his own enthusiasm as it influences the mind of his prospective buyer and places that mind (in harmony) with his own.
When you’re enthusiastic over the goods you are selling or the services you are offering, or the speech you’re delivering, your state of mind becomes obvious to all who hear you, by the tone of your voice. It’s the tone which you make the statement that’s important more than the statement itself. Another prime example of that is Ray Lewis. People have said that he can get an audience amp’d up by preaching about Cheerios. Literally.
No mere combination of words can ever take the place of a deep belief in a statement that is expressed with burning enthusiasm.
So, what you say, and the way you say it conveys a meaning that may be the opposite to what is intended. This accounts for a lot of failures by salesman who presents his arguments in words which seem logical enough, but lack the colouring that can come only from enthusiasm.
Listen to my podcast if you want more knowledge on enthusiasm!