In sales, more than in most professions, clarity of communication is paramount. Understanding that more than 90% of our message is delivered non-verbally, as stated in the Mehrabian Study, why would you trust your message to email?

If you’re in sales, I’ll tell you why. 

Because you got lazy. Because it’s easier. I hear it all the time; “I can’t get anyone on the phone. The offices are closed. People are working from home, and you can’t get them.” L A Z Y!

I can look at my granddaughter with total attention, a soft face, my outer canthus’s a bit hidden, the corners of my mouth are slightly elevated in a loving smile, my eyes somewhat hooded and a bit moist, arms wide and relaxed, my voice soft and sincere and say, “I cannot love you anymore,” and she will hug me caught up in a moment of pure love

I can look at a lover who scorned me, with eyes wide open, my posture stiff, arms at my sides, with my hands in balled fists, the color up in my face, eyes squinted and glaring, my voice almost horse through gritted teeth and say, “I cannot love you anymore.” 

Why trust email to carry the emotion that brings meaning to your words?  

When you can meet safely in person, do it. 

When you can’t, book a Zoom meeting. 

If you can’t do that, pick up the phone, so at least you can add vocal tone and emphasis to your words.

Email is acceptable as a part of a cadence when seeking new business or to send essential information, but if you need to convince folks to your way of thinking, do it “belly to belly” as often as you can.

Own Your Sales Gene…

If you are unfamiliar with the work of Albert Mehrabian and want to read a bit about it, click here https://www.bl.uk/people/albert-mehrabian#