If you use the same message that other sales people are using, you have created something commonplace that the buyer’s brain then creates a pattern for.
The buyer’s attention spans are shrinking daily so as soon as their brain recognizes this pattern, they shut you out.
You immediately sound like Charlie Brown’s teacher.
In a split second, the buyer’s brain flips into recognizing georgia telegram data a pattern and every second afterwards it becomes that much harder for the sales professional to get through.
There is hope for the sales pro. Ultra-high performers spice up the language and “prep” the buyer with words that will psychologically bend “connection probability” in their favor.
Malcolm Gladwell references the psychologist John Bargh in the book Blink. Dr. Bargh famously conducted a priming experiment where he asked the participants in a study to unscramble five-word sets into coherent sentences.
On the surface the test seemed undisguised, except it wasn’t. The words were scattered with references to elderliness (“Florida”, “Bingo”, etc).
When the participants walked out of the laboratory, they walked slower compared to those in the study who read words without references to the elderly.
What happened was that the test was making the participants’ adaptive unconscious (the same unconscious that creates patterns) think about “old”, so much so that people started to act this way.
The words in your messages need to influence the centers of the brain that create the patterns and make you unconsciously act.
By doing so, you essentially “prime” the buyer to be more receptive to you on an unconscious level – using unique words or phrases to capture their attention.
The words must align to emotional value, tangible value, insight, or curiosity.
Constructing your messages around these values will give you much greater success when trying to connect with people.