{"id":26572,"date":"2021-02-12T09:11:59","date_gmt":"2021-02-12T13:11:59","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26572"},"modified":"2021-02-14T12:19:02","modified_gmt":"2021-02-14T16:19:02","slug":"sales-voice","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/sales-voice\/","title":{"rendered":"Sales Voice: How to Find a Tone to Skyrocket Sales"},"content":{"rendered":"\n

How can you use a sales voice to convince a prospective buyer to purchase your product? Can a sales voice really be so powerful that you could get people to buy stuff they shouldn’t?<\/p>\n\n\n\n

Different scenarios call for different tones of voice. If you know what sales voice to use and when, your sales output will move through the roof. <\/p>\n\n\n\n

Below you will read about the ten strategies you can use to create a successful sales voice.<\/p>\n\n\n\n\n\n\n\n

Creating a Successful Sales Voice<\/strong><\/h2>\n\n\n\n

Different scenarios call for different tones of voice. If you know what tone to take and when, your sales output will move through the roof. <\/p>\n\n\n\n

The Top 10 Strategies<\/h3>\n\n\n\n

(A quick warning before beginning: Once you master this system, it\u2019s possible to use your sales voice to get people to buy stuff they shouldn\u2019t. Don\u2019t abuse the strategy!) <\/p>\n\n\n\n

1. Use a Tone That Suggests \u201cI Care\u201d<\/strong><\/h4>\n\n\n\n

A sales voice that is upbeat and sympathetic makes the prospect feel like you both already know them and have their best interests at heart. Use this at the beginning of the call to suggest a familiarity and then come back to it when a prospect brings up their concerns. Think about a prospect answering the phone\u2014start upbeat and caring: \u201cHi Sophie! I hope you\u2019re doing well today.\u201d<\/p>\n\n\n\n

2. Use Declarative Statements but Phrase Them as Questions<\/h4>\n\n\n\n

This helps prospects feel in the loop, and can be as simple as saying your own name or company name: \u201cI\u2019m Roger Ward? From Adonis Autos? In Detroit? How are you?\u201d This is actually asking, \u201cyou\u2019ve heard of me, right?\u201d This will make the prospect feel like they should <\/em>know you. Use this sales voice right at the beginning of the call as well to develop familiarity. <\/p>\n\n\n\n

3. Create \u201cMystery and Intrigue\u201d About the Product<\/strong><\/h4>\n\n\n\n

Lower your voice to make a prospect think she\u2019s in on a secret. You\u2019ll use this as you begin to pitch your product\u2014talk about a deal that\u2019s new and exciting like, \u201cWe have something really good for you today, I haven\u2019t seen a deal like this since I\u2019ve been working here.\u201d<\/p>\n\n\n\n

4. Build Up the Concept of Scarcity<\/strong><\/h4>\n\n\n\n

Lowering your voice, tell the prospect in an urgent tone that they have to act now. This is an attempt to make the prospect start thinking about a decision now. There are three types of scarcity:<\/p>\n\n\n\n

  • Verbal scarcity <\/strong>is created only through words. \u201cWe only have one of this model left!\u201d This sales voice creates urgency and a wish to buy now. Creating urgency can always help you get a better sense of what the prospect is thinking. She\u2019ll be more likely to respond if she feels a time pressure to do so. <\/li>
  • Tonal scarcity <\/strong>is lowering your voice and putting some power behind it. You should layer this with verbal scarcity to drive the prospect to action even more.<\/li>
  • Informational scarcity <\/strong>is the idea that even the info you\u2019re giving out is scarce. That no one else knows<\/em> <\/strong>that there\u2019s only one left. <\/li><\/ul>\n\n\n\n

    5. Speak With Certainty<\/strong><\/h4>\n\n\n\n

    Talking firmly, <\/strong>make it clear that you\u2019re totally sure that your product is perfect: \u201cThis car is a top of the line model.\u201d<\/p>\n\n\n\n

    6. Convey Integrity<\/strong><\/h4>\n\n\n\n

    This is a calm, sincere sales tone that lets the prospect know they can trust you. You\u2019re on the side of the prospect: \u201cI want to put you in a vehicle that makes you happy and that has everything you need for your family.\u201d<\/p>\n\n\n\n

    7. Embody a \u201cReasonable Man\u201d<\/strong><\/h4>\n\n\n\n

    Say something like \u201cgot a minute?\u201d and raise your voice upwards at the end of the sentence. This is conveying that you\u2019re not asking for too much, you\u2019re reasonable, <\/em>as are they, and they will feel much more comfortable agreeing. This will often take the form of a question. At the end of your pitch, say something with the Reasonable Man tone like \u201cfair enough?\u201d This conveys a similar sense\u2014if you\u2019re reasonable, and you\u2019re certain and sincere, why wouldn\u2019t what you\u2019re pitching be \u201cfair enough?\u201d <\/p>\n\n\n\n

    8. Ask Hypothetical Questions<\/strong><\/h4>\n\n\n\n

    This is a form of the \u201cReasonable Man\u201d tone. Use this sales tone when or if the prospect raises objections. Ask about the hypothetical of the idea, which makes it academic rather than personal to the prospect or his finances: \u201cIf money weren\u2019t an object, does this product seem like a good one that would meet your needs?\u201d<\/p>\n\n\n\n

    9. Imply Obviousness<\/strong><\/h4>\n\n\n\n

    This sales tone implies that it\u2019s obvious<\/em> <\/strong>that the idea is a winner to the prospect. Towards the end of the first round of the sale, attempt to convince the prospect that it\u2019s obvious the product will be good for them. Say something like, \u201cYou\u2019ll love this car<\/em>, but I want to talk about the long term.\u201d <\/p>\n\n\n\n

    10. Empathize With Their Pain<\/h4>\n\n\n\n

    You\u2019re understanding and empathetic while trying to figure out where your prospect\u2019s pain is and what he needs. Ask questions about what their issues with committing right now are. This will help you figure out where their three tens are at, as well as what their action and pain thresholds are so that you can continue with the sale efficiently. Consider the way Bill Clinton would speak. He was a master of this principle.  <\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

    How can you use a sales voice to convince a prospective buyer to purchase your product? Can a sales voice really be so powerful that you could get people to buy stuff they shouldn’t? Different scenarios call for different tones of voice. If you know what sales voice to use and when, your sales output will move through the roof.  Below you will read about the ten strategies you can use to create a successful sales voice.<\/p>\n","protected":false},"author":8,"featured_media":26577,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[104,103],"tags":[206],"class_list":["post-26572","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"\nSales Voice: How to Find a Tone to Skyrocket Sales - Shortform Books<\/title>\n<meta name=\"description\" content=\"Different scenarios call for different tones of voice. 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