I hired “Dave” 10 min after meeting him; he was obviously a sales junkie. His pitch was great, but when he got nervous, like every time he picked up the phone, his voice squeezed tight, somewhere between Crusty the Clown and a guy on helium.
Our voice is our power. We work on it, just like we work on our pitch.
A little bit each day can make us into voice masters
1 – Talk from the middle of your chest.
There is a sweet spot, watch anyone like Tony Robbins and you hear it right away.
It’s where the push is from the lower abdomen. Try leaning over at a 90-degree angle and holding on to the wall.
Now talk, feel that midsection lock in?
That’s where we want to pitch. Listen to a good mom or dad talk to a toddler. Don’t do baby talk, it’s calmer, more relaxed.
2 – Slow down.
Honestly I struggled with this for years.
It took a kind manager, who tape recorded me, and let me listen back. Slow is good, slow says, “I believe in this product.”
Don’t go all Forest Gump on me, just make sure every word gets out.
Remember we are catching people, who are driving, who are multitasking. They need to hear you clearly. It’s ok to ask, “Did you hear what I said?”
3 – Pause, for emphasis, for a breath, to let them think.
I really saw this used to great lengths when I was selling investment opportunities to doctors.
These are big thinkers.
I needed to let them discover things for themselves. Think of a math equation being repeated. Tell them the answer, and they don’t trust you, let them discover it for themselves, and they are all in.
If you are constantly talking, this process can’t occur.
Let it go on too long, and they hang up. There is a real sweet spot here. Listen for verbal cues, my personal favorite is the inward breath draw. Ask a manager about low performing sales reps, you will hear it. Pause.
Then close with a solution.
4 – Go fast.
I know I just told you in #2 to go slower, but we need to sometimes, punch the accelerator and go fast.
It’s an ebb and flow process, one where, I am talking, but listening, for buying signs.
When I hear a buy in, I need to punch it. “Let’s get you there Dave.” He grunts yes, and I floor it, to jump to the close.
What needs to happen to get him there. The doctor comes in to see you, listens to the symptoms, you guys agree, and then before you know it, you have a script and are out the door.
We can’t go the same speed on a sales call, it will descend in monotony real quick.
5 – Try using emoticons of voice.
Laughter, hand claps, Boom or Bam!
Works great, it’s just a way to keep the excitement going. Even a joke that only you laugh at works, because we like to hear laughter.
Experiment with this. I worked in a boiler room where people rang the bell every sale, which was every five minutes. “What was that?” people would ask.
I made up a list of things, Space Invaders, Pirates, Ma Bell. None of them were funny, and I always laughed.
Our voices are the face of the sale in a cold call. Spend the time to really study how you sound on a call. Then like an athlete, train to get better over time.