Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our olfactory system is a primitive sense that is wired directly to the center of our brain. By four to six weeks of age, infants can tell the difference between their own mother's scent and that of a stranger. Almost everyone has experienced situations in which a smell evoked a nostalgic memory.

Think of the smells that take you back to your childhood. For some it is the smell of fresh baked bread, of freshly cut grass or of the neighborhood swimming pool. You can go back fifty years in a matter of seconds with the sense of smell.

Fragrances, aromas and odors trigger memories, feelings and attitudes in our minds. Smell can enhance or reinforce desired responses as well as positive and negative moods. There are multiple examples of this scent triggering. Supermarkets with bakeries fill the air with the warm aroma of breads and coffee. Some children's stores send baby powder through their air ducts. When you walk through the mall, the food merchants will make sure you smell their cookies, cinnamon rolls and Chinese food. Real estate agents are famous for having homeowners bake bread before they have interested buyers tour the house. Large amusement parks will pipe in certain scents at certain times of the day to trigger responses and get immediate reaction. The use of smell in these instances is an attempt to link the seller's products and services with a positive attitude, thereby inducing the shopper to buy. In the same way, you can link positive smells with your message to create a positive attitude in your prospects.

There have been numerous studies conducted on the bearing scent has on association. A 1983 study conducted among undergraduate students found that female students wearing perfume were rated as more attractive by male students. Scents were even found to improve scores on job evaluations in a study published by the Journal of Applied Psychology. Of course, offensive odors can also be used (and actually have been used) to evoke a negative response. This offensive-odor tactic was once used while campaign committees were rating and appraising political slogans. Not surprisingly, ratings for the slogans went down.

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Conclusion

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.