Whether you’re selling on the phone, in person, from the stage or on video, the tone of your voice has to be spot on.
The wrong tone of voice can leave your customer feeling annoyed, intimidated or lost.
The right tone of voice will make your customer excited and confident to do business with you.
In this video, filmed at the Titanium Mastermind in Los Cabos, Mexico, Curtis Broome describes and demonstrates the 3 different tones of voice that are commonly used when selling, and which is the best.
The presentation voice is the one that an inexperienced sales person might try first. It’s full of enthusiasm and energy, like an announcer at a sports game or on a radio ad.
With the presentation voice, you’re trying to bowl over the customer with your confidence and exuberance. In reality, a lot of customers will find it off-putting and untrustworthy.
The consultative voice is designed to carry trust and authority. Imagine you’re a doctor, a lawyer, an accountant or a similar professional sitting down with your client.
This voice is more subdued and respectful towards the customer than the presentation voice. It’s low in tone and volume, but still carries an air of simple confidence.
Sales people with more experience under their belts will usually use the consultative voice.
Out of the 3 voices, the conversational voice is the one that will make you the most sales, but it is also the most difficult to achieve.
While the consultative voice loses the over-the-top exuberance of the presentation voice, it still carries an air of detachment from the customer. Some customers might perceive this as aloofness or arrogance.
What the consultative voice lacks, but the conversational voice includes, is empathy.
With the conversational voice, you are speaking to your customer as if you’re speaking to a beloved family member and telling them news that is important and sincere. They can tell that you understand and care about their problems.
The world’s best sales people are those who are able to master the conversational voice. If you can master this voice, you will no longer need the other two.
The MOBE Titanium Mastermind goes into more depth on this topic. Members learn how to deploy advanced marketing campaigns and scale their businesses through successive revenue ceilings. To learn more about the Titanium Mastermind, click HERE.