#9: People Believe The Written Word

If you want your customers and prospects to be influenced and motivated, he or she must believe your message. But in a profession known for lone wolves, how do you get your message believed?

It's simple. For your message to be believed put it in writing.

I'm sure you've heard the phrase, “The pen is mightier than the sword.” This expression stems from the knowledge that belief is determined at a subconscious level. Writing often bypasses the conscious level and enters directly into the cerebral cortex—a highly developed reasoning and analytical portion of the brain. Thus, the written word carries with it believability, trust and understanding. It articulates and extends certain believability concepts that just do not work as well in person.

Once we've grasped the crucial fact that writing is the single most effective way to radiate believability, it becomes clear that the job of selling ourselves, our ideas, and our products should not be done by verbal communication alone.

Cookie cutter solutions are great if you're a cookie.

The most successful salespeople, the ones who continually pull down huge incomes, combine effective personal and verbal salesmanship with writing because they understand talk is cheap . They use the age-old tools of trade, the pen and paper—and now E-mail—with punch, polish, and pizzazz. And regardless of your age, sex, or background, you, too, can become a very believable salesperson by applying these simple, yet very basic skills.

Good luck and good selling,

Copyright © 1992-2007 Thomas J. Bryan
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