“The Sales Moment; Issue #126″
Years ago as I was beginning my sales career I would flip an imaginary switch and get into sales mode. My tone and demeanor would change and I sounded like a different person. My wife Lesa shocked me back to reality one day by exclaiming, “Don’t talk to me in your sales voice!”
It took a while for me to understand what she meant but after a period of time and practice I noticed people responded more favorably when I spoke in a normal, conversational tone. Prospects can be turned off by the tone of your voice. Part of the stigma people have about selling is the picture they get of the used car salesman with the toothy smile and weird sound in his voice.
While coaching a client last week I observed a noticeable change in his tone when we were role-playing versus our normal conversation. I asked him if he used that same demeanor when he spoke to his wife and children. He laughed and said no as he realized my point.
Being natural and genuine should not take the place of being articulate and professional. I believe all of these should be included in your sales process. Your task is to learn to adapt to the sales environment and understand your prospect.
Your customers want to know if you can take care of their needs, however, using a proper tone and demeanor in person or on the phone will allow you to connect and open the door to new opportunities. It is a large part of building trust and rapport.
Lesa wanted me to speak TO her and not AT her. She wanted me to sound real. That is all your customers want. They want to deal with a real person who truly cares about them and can provide a product or service that will meet their needs.
It truly is that simple.
Have a great week!
Bonus Tip: Record your presentation and critique yourself. Also, ask for your spouse’s opinion.