ventox35

Sales Leader

Sales Tonality

Jordan Belfort talks alot about your tonality, your voice. Any other resources/videos/tips/ideas/thoughts on how to better utilize your voice/tonality to win more deals?

The reason I ask, is my voice sounds stupid, hearing my calls, I sound so annoying. Looking to improve my sales voice.

Best sales tonality?

Attached poll

Overly enthusiastic calm soothing late night FM DJ voice variable: adapt to the prospect other (comment)

*Voting in this poll no longer yields commission.

📚 Resource

20 comments

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Kinonez

Celebrated Contributor

War Room Enthusiast

I always start with calm clear and to the point, then mirror the prospect.

FlintIronstag

Notorious Answer

Chief Marketing Officer

You nailed it

funcoupons

WR Officer

👑

If you’re not adapting to your prospect you’re not going to be closing much. Who would honestly suggest maintaining high volume and extrovert energy with a quiet and meek prospect?

alecabral

Arsonist

Director - Digital Sales Transformation

100% adapt to your customer. That's part of how you build rapport. Now, I wish I had a wider range, but I'm stuck with a deeper voice. Best I can do is go up a bit and accelerate my tempo if my counterpart talks fast. If it's a slow talker like me, I feel more comfortable but I do think you need to adapt to what they'd rather hear.

Lenca

Politicker

BDR

Throw all the energy and effort on the call!

SaaSyBee

Politicker

Founder

Someone's been listening to Chris Voss haha just finished his Masterclass

ventox35

Politicker

Sales Leader

Chris voss is the man

CuriousFox

WR Officer

🦊

Nice Chris Voss reference with the radio voice.

Upper_Class_SaaS

Politicker

Account Executive

I think it is important to try and mirror the energy and tone of the prospect when doing demos.

But when I make cold calls, I use my natural tone and voice at all times. I used to struggle when I first got started in sales because I tried code-switching too often on the phones. I was more focused on how I sounded rather than what I was saying and my ability to have a real conversation about what I was selling.

That changed the game for me. Became the coldest cold caller in the company.

ventox35

Politicker

Sales Leader

Love it good stuff

Paperdoor

Account Executive

I think this thread is on the right track when it comes to adapting to the customer, but I’d say it’s more about adapting to the situation holistically.

I do outbound cold calls to people who just started their own business, and went through a long annoying license approval process with the Feds. The correct tonality for me is congratulatory, and excited on the initial call.

On the second call I’m trying to talk long term with the customer, get them thinking critically about where they want there business to be going. My tonality is still a bit excited, but more relaxed, contemplative, like the question of buying my software is deeply personal and philosophical.

On any subsequent calls I’m trying to close the sale. I want them to feel confident, to trust me, to feel we’ve exhausted all important topics. On that call I sound calm, relaxed, eager to get their hands on what I’m selling.

Maximas

Tycoon

Senior Sales Executive

Being calm and clear is the best way!!

Do.it.for.the.checks

Politicker

Account Executive

Adapt to the prospect but like anything you're guiding them somewhere.

Even the most calm person can get excited and the most excited usually needs to be reigned in so the quiet decision makers can get their say.

With calm build excitement slowly based on their responses.

With over energetic, go out of your way to include others. Some times I dont even do this in a group meeting. Call after and ask "Hey i realized I didn't hear your input today. What did you think about x?"

Do.it.for.the.checks

Politicker

Account Executive

The loudest is not usually the most influential

goose

Politicker

Sales Executive

You have to sound confident and sure of yourself but you can't sound like a know it all. Enthusiastic? I think you are selling something. DJ voice? That's for objection mirroring. Just sound confident and modify it depending on the prospect.

MajorB

WR Lieutenant

Apparently, the best sales people get their prospects to mirror *them.*

How?

Be the alpha.

FeedTheKids

Politicker

Solutions Consultant

Should be able to figure out the tone from the prospect in first 30 seconds - then adapt accordingly. I come in higher energy and professional, then usually the convo loosens up after a few mins and we speak more casually.

MrNiche

Valued Contributor

Senior Account Executive

Just sound like you've been there.

Sound like a rep that's closed a good amount of deals and not someone who is new/nervous/confused. I think match their energy but be one notch higher, helps to assume control of the conversation.

I always say act like you're over 100% to quota on every deal. I do my best prospecting and negotiating when I know I don't NEEEEEED it to close that month. Helps with risk taking & bluff calling during negotiations.

GDO

Politicker

BDM

Fm DJ voice like in never split the difference.

sellingsellssold

Politicker

SDR

I would say processional and clear, do not sound way to happy because they will be able to tell that it is fake. Always be short and accurate and get to the point, do not make it too wordy and "salesie"

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ventox35

Sales Tonality

Best sales tonality?

20 comments

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