6 SECRETS OF TONALITY

If you've ever been on a sales call, you know that there's more to it than just talking.??

Tonality is one of the most crucial components of a good sales call, which can be divided into six distinct patterns.

Whether you're just starting out in sales or you've been doing it for years, these tonal patterns will help you close more deals!??

6 different tonality categories that every consultant and coach should be aware of:

1. Scarcity/Urgency
2. Reasonable
3. Absolute Certainty
4. I care
5. Claritive Statements Phrased as Questions
6. The Presupposing Tone

Tonal Pattern 1: Scarcity/Urgency

This is useful if you're trying to create a sense of urgency around your product or service.?

Using your voice's intonation and delivery is the best approach to convey a sense of scarcity.??

You want to sound concerned and like the buyer needs to make a decision quickly.

You can accomplish this by speaking more quietly, speaking more slowly, and employing an urgent tone.

Explain that the client will miss out on an offer unless they act fast. This will cause them to feel the need to decide quickly and buy the product or service.

Tonal Pattern 2: Reasonable

In a sales call, maintaining a calm demeanour helps to establish rapport with potential customers.

Buyers are more inclined to trust you and proceed with the sale if they feel like you relate to and understand their point of view.???

Try raising your voice at the conclusion of your statements and checking your own logic by asking, "Does that make sense?" Perhaps "Sounds Good?" ???

Tonal Pattern 3: Absolute Certainty

This is when you sound 100 % certain about what you're saying.

When making a sales pitch, it's critical to sound confident. After all, why should the prospect believe in what you're selling if you don't?

On a sales call, there are a few things you may do to appear confident.????

First, talk slowly and repeat their problem?

Second, use simple, direct language and share how you help them.?

Third, do a temperature check.?

"You know how you said, you've not been able to lose weight for the past 5 years and that's making you feel under confident and depressed...

What we do is fix your eating habits, your sleep pattern, and your exercise regime so that you can lose weight amicably without giving up on that banana ice cream that you love so much...

Does that feel like the solution you needed???

It should be noted that this pattern should only be used if you are absolutely certain about what you're saying. Otherwise, it will come across as disingenuous and could backfire on you.

Tonality Pattern 4: I Care

This is the time to show genuine concern for your prospect. For example, let's say your prospect has told you that they're struggling with their business.

Be empathetic, lower your voice, and show care.??

You might say something like, "It sounds like things have been really tough for you lately. I'm here for whatever support you need."

By showing your concern for your prospects' situation, this practice can help you gain their trust.?

Tonality Pattern 5: Claritive Statements Phrased as Questions

This is when you make clear and concise statements while still sounding like questions.??

For example, let's say your prospect has told you they are interested in working with you but has not committed yet.

You might say something like, "So if I understand correctly, what's holding back from signing up right now? "

This pattern helps push prospects forward by giving them clarification while still making it seem like their decision.?

Tonality Pattern 6: The Presupposing Tone

This happens when you make assumptions about what somebody wants or needs without asking them directly.

Prospects are more likely to believe statements that come from a place of authority. When you know your product well, you can use this knowledge to your advantage by using a presupposing tone.

This type of tone emphasises the likely outcome your prospect can expect, which makes it more persuasive.??

For instance, if you're selling a course that promises to improve productivity, you could say: "I know your sales productivity will improve dramatically, but I want to talk about how….”

By keeping your tone steady throughout the statement and then raising it towards the end of the final question, you'll encourage the buyer to take your statement for granted.

This confidence in your product will make it more authentic?

These were the six different tonal patterns you use in a sales call.

On top of the script, you use a good tone that will help you close faster and more efficiently.

Cheers!??

Yours Dada