The #1 technique that allowed me to close $20,000 in a week…
By: Tina Lopez
Tags: Online Business, Sales Development, Online Marketing, Sales, Coaching

#1 Voice Drilling

Don’t take your voice for granted, consider it to be a tool within your magic toolbox. There are three parts to training your voice, and it essentially goes along within these three parameters:

Tonality Tempo Timing

Tonality

Did you know that 38% of communication is tonality? I mean, think about it, if an individual walked up to you and said,

“Would you like a cup of coffee?”

You may think that this may be a lovely stranger that may want to take you out for a nice coffee chat, or if you had an individual that said,

“WOULD YOU LIKE A CUP OF COFFEE?!”

You may think that this not so lovely stranger is being a little bit too aggressive with his tonality.

So how can this lesson be applied to the sales conversation?

Well, if you’re given a sales script, or trying to make your own sales script, remember to practice, practice, and practice. Focus on the downward and upward inflection of each word that you say, here how it lands in the conversation.

I recommend to first start this off in a low stakes conversation, as in, practice BEFORE you enter in your next sales conversation. Maybe, practice your tonality with your spouse or your partner.

Tempo

Tempo is about how fast or slow you say words. For example, have you ever heard an infomercial say all their disclaimers very quickly during the last 3 seconds of an ad? I mean, they want to make sure you hear it, but that doesn’t essentially mean that they REALLY want you to hear it.

But here’s the point: How fast or slow you go matters

How does this apply to the sales conversation?

When you are building the vision, painting a transformation, or even sharing the benefits of a product or service you would want to go mid to fast tempo. This is primarily because this will allow you to build the excitement for that individual, therefore making them really start to fall in love with your product or service.

Conversely, if you’re trying to deepen the consequences for an individual or highlight an important piece in the sales conversation you may want to go mid to slow tempo. This is primarily because your words will be able to land deeper and will start to pack a punch.

Example:

Think about when an individual says

“I love you”

If they say it quickly this may be a circumstance where they are on their way off to work. As opposed to when an individual says

“I….Loveee…You”

This may be a circumstance where an individual is saying those magical three words for the very first time, a slow tempo seems to pack a punch right? Exactly.

Timing

Now, this is absolutely critical, it’s not just about how you say your words but it’s important to know WHEN you should say your words.

For example, a sales tip that I recommend to NOT do is to talk about the price or offer in the first 3 minutes of the sales conversation.

How does this apply to the sales conversation?

Whether you’ve been given a sales script or are in the midst of creating one it’s important to know that there is a flow to every sales conversation, it goes a little like this:

Rapport Vision Pain Offer

Now, why in this particular order you may ask?

Well, let’s first start with rapport, when it comes to sales, most individuals like to buy from individuals that they know, like, and trust.

Building Rapport in the first 3 minutes of the conversation will allow the prospect to put their guard down and will allow them to actually listen to the words that you have to say.

Second, vision. I personally like to spend anywhere from 7–10 minutes building vision with the prospect. I like to have a definitive understanding of what would X vision look like to them? How does it feel? Who else is part of that vision?

Third, pain. Now, I know that this may not be the most glorified portion of the conversation, but this is a critical piece. Why? Because there needs to be an understanding as to why an individual needs to move towards that vision. What really is holding the prospect back? What has not doing anything costed them? Could they have gotten to their vision sooner?

Fourth, offer. Think of your offer as a bridge, something that is going to allow them to have a shortcut from where they are at now to where they want to be. Present your offer in such a way that showcases what’s important to the prospect, you’ll get these key insights as you take notes during your conversation.