Sales Calls: Why Tone of Voice Matters ??

Cold Calling: Why Tone of Voice Matters ??

I had a new course out this week on LinkedIn Learning, all about the tone of your voice on a sales call… you’d be amazed how much it’s not considered but really matters. When doing my research for the course even I was staggered!

According to a study by?Gong.io the tone of voice of a salesperson can affect the outcome of a cold call?by up to 38%…?compared to just 7% affected by what you actually say!

That confirms that your tone of voice can make or break your cold call, as it conveys your attitude, confidence, and credibility to your prospect.

I believe there are 4 main things to consider with your tone of voice… and only one takes into account what you’d expect:

1. ??? Speaking: What you say and how you say it
2. ?? Mindset: What you tell YOURSELF about what you say and how you say it
3. ??♀? Body Language: How you’re stood or sat when making the call
4. ??♂? Keeping Momentum: You’re not making these calls for no reason… keep the goal in mind!

??? Speaking

We’ve established that the words you say aren’t that important in the overall impact of the call… so what does matter?

First - You need to be understood ?? You need to speak clearly, avoid slang/jargon and enunciate… don’t mumble!

Second - Pace matters! ??? This can be avoiding speaking too fast and confusing the prospect, or speaking to slow and boring them. However it’s also about USING the pace to invoke emotion.

Quick = Exciting. Slow = Serious.

Third - Mirror your customer ?? We like people similar to us so mirroring small things like pace, volume and jargon.

Fourth - Don’t sound like a salesperson ? I hate to admit it but people don’t like the classic salesperson… so try not to sound like that! Speak like a human being and have a normal conversation - it’ll do your professional relationship wonders!

?? Mindset

Mindset matters as you subconsciously portray what you believe.

That’s why confidence, happiness and positivity is attractive, and the opposite is not - this applies in all walks of life.

If you BELIEVE that your product or service can help your customers… then you’re maximising your chances that they will too. Customers subconsciously pick up on this confidence that your product/service will make a positive impact to their lives… improving their TRUST that it will. ??

So - to ensure that you’re always confidently moving in the right direction you should set?goals?for each and every call. Don’t just aimlessly wonder up a mountain… know where the peak is and plan your route accordingly.

?? Body Language

The customer can’t see you so how can your body language help? ????♂?

Standing up, sitting up, opening your diaphragm and smiling ?? while you’re on the phone?dramatically?affects the way you sound.

And as we’ve established… the way you sound accounts for 38% of how you’re perceived on a sales call.

So to improve your success rates by more than a third is surely worth putting in that extra 10% of effort and making sure your body language is right… right?!

?? Keeping Momentum

This is crucial.

Goals, next actions, set structures and plans… these are all things that YOU should be thinking about, not the customer.

?? YOU are speaking to them.

?? YOU are presenting a solution.

?? YOU are solving their problems.

So - act like a leader and keep the momentum up in the deal, constantly marching toward the end goal of providing a solution to their problems. ??

Make sure the way you speak, the words you use and the aura you give off is ALWAYS in control and pointing in that direction. ??

This was a whistle-stop tour of my new course, ‘Sales Calls: Tone of Voice’ on LinkedIn Learning so make sure you watch it to learn more:

Get your tone of voice perfect and thank me later! ??

But remember… don’t sell the pen - sell the SOLUTION! ??

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