Words control our frequency. Most of us here in our corner of Twitter know this is to be true because of the power of self-talk. But with that said, HOW do words do it?
Spirituality aside, most people seem to agree our thoughts and words are energetic forces that can alter or manifest in reality.
In other words, our thoughts are displacements of matter that carry energy. This makes words in the communicative sense identical to sine waves in any other frequency.
If thoughts are a wave length, words are the medium. By controlling the medium you can manipulate your wave length and dictate how it travels.
We can all agree how something is said is just as important as what was said. So now you must be asking yourself. How can someone control their frequency?
The ways we combine words and deliver those word combinations creates a response feedback from our prospects.
A successful sales call that results in a close is one that creates synchronicity or the sharing of frequency, rhythm AND “Syncopation” - or the variety of frequency and rhythm.
We control how we communicate our frequency through:
- Synchronicity
- Syncopation
- Intonation
- Connotation & Denotation
- Iambic Pentameter & Cadence
Here is some really cool context I found from Vinh Giang a.k.a @askvinh, a communications skills teacher and keynote speaker.
If you look at the most renowned sales methodologies like Sandler's every effective sales script has a series of "in-phases" and "out-phases" or periods of synchronicity and syncopation between the two frequencies.
This means that meta-psychics applies to the way humans communicate. And is never more prevalent in any other human to human interaction than during a day to day sales interactions.
To better understand this dynamic we need to know how waves work.There are two natural occurrences that happens when a wave travels. It either overlaps with another wave or the wave eventually hits a boundary.
- Constructive interference = saying things that excite their neural pathways that were previously primed with positive associations.
- Destructive interference = saying things that prevent activating neural pathways that were previously primed with negative associations.
When waves overlap this is called a superpositions or interference patterns.
When overlapping frequencies match the same amplitude they creates a superposition 2x the regular size of each wave.
This is called constructive interference.
But theres also the chance that there will be a difference of amplitude creating an unresponsive superposition a.k.a destructive interference.
There’s no better feeling than when a prospect answers the phone, hears more about your solution and matches your level of excitement.
If you study sales techniques than you must already be aware of the NLP term "pattern interrupt". This is what Syncopation is.
When a waves hit a particular boundary they are either reflected, fractured, absorbed or transmitted.
These different boundaries are what we know in the sales world as:
- Rejections
- Objections
- Concerns
Also why knowing when to transmit and absorb sales concerns are so crucial. In absorption you bounce back opposing amplitude at incoming frequency. If they rise, you fall and vice versa.
Intonations either rise or fall and are associated with the emotional presence of where a word is placed.
The underlying emotional connection of a word itself is known as connotation or denotation.
Connotations/Denotations can change based on context but does not mean one is indicative of the other.
And because humans speak figuratively theres almost infinite emotional combinations.
Ie: “Blue Skies” versus “Blue In The Face”
And thats before adding the last dynamic, iambic pentameter.
Iambic pentameter is a technique made famous by Shakespearean sonnets. Its the rhythm that allows word to travel into comprehensible thoughts.
It is what allows written verse and prose to mimic speech. Whenever an actor reads a script the words are interpreted for them. This means the actor is given instructions on the emotional output of the words being spoken?
So why are you not applying this to your sales scripts?
